





% .^^' 










x^^^. 









^•^■% 



^^ 



The Psychology of Success 

AND 

HUMAN NATURE STUDIES 



WITH ONE HUNDRED SUGGESTIONS FOR 
BUSINESS AND PROFESSIONAL MEN 



BY 

NEWTON N. RIDDELL 

AUTHOR OF 

'Heredity and Prenatal Culture," "immanuel or Christian Realism," "Child 

Culture by Mental Sueeestion," "The New Man," Etc. 



RIDDELL PUBLISHING CO. 

MAILING DEPARTMENT 
5240 INDIANA AVE.. CHICAGO. ILL. 






Copyright, 1909 

BY 

NEWTON N. EIDDELL. 



24S669 



TO 
Louise Francis Spaller 

BUSINESS MANAGER OF THE RIDDELL LECTURES 

TO WHOSE 

TACT, ENERGY, AND UNFAILING ENTHUSIASM 

I AM MUCH INDEBTED FOR WHATEVER SUCCESS 

HAS ATTENDED MY EFFORTS, THIS BOOK IS 

GRATEFULLY DEDICATED 



CONTENTS 

PAET I.— LECTURE. 

subjects page 

The Psychology of Success 9-75 

Introduction — What Is Success? — Success and 
Soul Growth — Not What, but How — A Winning 
Personality — Foundation Stones — Joe and Bill — 
You Are the Debtor — Get the Best of People 
— Give Value Eeceived — ^Luek vs. Purpose — Con- 
centrate Your Forces — Hard Work — Mental 
Magic — Get Eight with God — Selfishness Is Sui- 
cidal — Opportunity — Methods of Attainment — 
Brain Building — The Law of Suggestion — How to 
Use Suggestion — ^Attainment through Grace — 
How to Get Eesults — Building a Personality — 
Health and Hygiene — Subdue the Appetites — De- 
velop Energy — Conserve the Forces — Cultivate the 
Affections — Energy and Enthusiasm — Brains vs. 
Muscle — The Art of Perception — The Art of 
Study — Memory Culture — Learn to Think — Posi- 
tive Mentation — Concentrate Your Efforts — Orig- 
inality and Individuality — Character and Power — 
Character vs. Eeputation — Under the Spotter's 
Eye — Murder Will Out — Self-appreciation — Ego- 
tism — The Crowning Glory — The Goal Realized — 
The Art of Eelaxing— For What Purpose?— The 
Heroes of Tomorrow — Four Views of Shasta — 
The Silent Confessional. 

PART II.— SUGGESTIONS FOR BUSINESS 
AND PROFESSIONAL MEN. 

Chapter I. — Personal Aids to Success 77-100 

Physical Culture — General Exercises — Rules of 
Health and Hygiene — The Question of Food — 
Good Digestion — The Use of Water — Pure Air — 
Health and Posture — Mind Influences — Conserve 
the Forces — Personal Habits — Tobacco — Loafing 
— Good Habits — Habit and Conduct — Habit and 
Character — Adaptability — Order and System — 
Taking Pains — Economy and Progress — Prompt- 
ness and Punctuality — Cheerfulness and Good 
Humor — The Great Secret. 

4 



CONTENTS 



SUBJECTS PAGE 

Chapter II. — Business Suggestions 101-119 

Selecting a Vocation — How to Decide — Force 
of Circumstances — Premature Choice — Influence 
of Friends — Wrong Advice — The Best Council — 
Self Analysis — Select for Growth — Eequirements 
of Occupations — The Professions — Preparation 
for Life Work — Educate for Business — Experi- 
mental Training — Specialization and Concentra- 
tion — Persistency of Effort — Finding a Posi- 
tion — Begin at the Bottom — Keeping a Position 
— ^Begin as an Employee — The Man and the Place 
— Partnership in Business — Matrimony and Suc- 
cess. 

Chapter III. — Salesmanship and Advertising 120-138 

Salesmanship Defined — The Outlook of the 
Salesman — Preparation for Salesmanship — The 
Born Salesman — The Successful Salesman — Goods 
and Sales-talk — General Principles — Working 
with Busy People — Misrepresentation — The Cus- 
tomer — The Traveling Salesman — The Conserva- 
tive Buyer — Favoritism in Business — Advertising 
— Money Made and Lost — The Use of Signs — 
The Value of a Name — The Up-to-Date Adver- 
tiser — Soliciting Employment — Personal Appear- 
ance. 

Chapter IV. — The Professional Man 139-152 

The Increase in Professions — Requirements 
for the Learned Professions — Professional School- 
ing — Selecting a School — College Opportunities — 
Professional Men Should Move — A Common Ex- 
perience — The Prestige of a Firm — Securing Pat- 
ronage — Friendship and Opportunity — The Secret 
of Success — Practice and Skill — Collecting Fees — 
Peculiarities of Patrons — Personal Influence — 
Character and Success. 

PAET III.— HUMAN NATUEE STUDIES. 

Chapter V. — The Origin and Nature of Man. . 153-167 

Know Thyself— Man a Little World— Three 
Planes of Consciousness — Three Planes of Percep- 
tion — Psychic Phenomena — Spiritual Perception — 
Psychic vs. Spiritual Phenomena — Objective and 
Subjective Minds — Phreno-hypnotism — Life and 
Mind and Organism — The Law of Development — 
Creation by Evolution — The Origin of Man — 
Christ the Archetype. 



^ 6 CONTENTS 



SUBJECTS PAGE 

Chapter VI. — Old and New Psychology 168-176 

Phrenology — Physiological Psychology — ^Eead- 
ing Character — The Senses and Faculties — Mental 
Peculiarities and Variations — The Stream of Con- 
sciousness — Mind and Character — Influence of 
Dominant Elements. 

Chapter VII. — Constitutional Differences 177-188 

Organic Quality — Indications of Organic Qual- 
ity — Temperament — The Motive Temperament — 
Physical Indications — Mental Peculiarities — Influ- 
ence Upon Character — The Vital Temperament — 
Emotionality — Children of Vital Temperament — 
The Mental Temperament — Mind Activity — Brain 
"Workers — Capacity for Study — The Balanced 
Temperament — Activity and Intensity — Excitabil- 
ity and Emotionality. 

Chapter VIII. — Organ and Function 189-192 

Life and Form — The Function of the Brain — 
Physical and Mental Culture — Yoga Practice — 
The Primary Elements of Mind — Names and 
Groups of Elements — The Selfish Propensities — 
The Social Feelings — The Aspiring Sentiments — 
The Semi-intellectual Sentiments — The Perceptive 
Faculties — The Eeasoning Faculties — The Moral 
Sentiments — Primary Elements All Good — The 
Alphabet of the Mind — Force and Energy — Sta- 
bility and Integrity — Dignity and Pomposity — 
Ambition, Pride, and Vanity — Managing Ability 
and Generalship — Sagacity, Policy, and Deceit — 
Financiering Ability and Avariciousness — Socia- 
bility, Clannishness, and Jealousy — Will Power 
and Self-Control — Tact and Practicability — Hon- 
esty and Loyalty — Seriousness and Melancholy — 
Imagination and Creative Fancy — Skeptical vs. 
Credulous — Perception. 

Chapter IX. — The Selfish Propensities -^. 193-202 

The Basis of Self-preservation — The Causes of 
Selfishness — ^Vitativeness — Love of Life — Longev- 
ity — Courage — Force of Character — Combativeness 
— Executiveness — Destructiveness — Severity — Ali- 
men-^iveness — Correct Dietary — Bibacity — Thirst 
and the Use of Liquids — Aquisitiveness — Frugal- 
ity — Commercialism — Secretiveness — Self-Control. 

Chapter X. — The Social Feelings 203-221 

The Basis of Marriage and Parentage — ^Family 
Ties and Society — Amativeness — The Power of 
Love Between the Sexes — Emotion and Char- 



CONTENTS 7 

SUBJECTS PAGE 

acter — Conjugality — Tlie Mating Instinct — Fidel- 
ity in Marriage — Parental Love — Children and 
Pets — Friendship — The Basis of Society — Clan- 
nishness — Inhabitiveness — Love of Home — Pa- 
triotism. 

Chapter XI. — The Aspiring Sentiments 222-236 

The Basis of Ambition — Dignity and Self-ap- 
preciation — Caution — Apprehension of Danger — 
Carelessness — Approbativeness — Desire for Ap- 
proval — Supersensitiveness — Self-esteem — Ego- 
tism — Diffidence — Firmness — Tenacity and Will 
Power — Continuity — Persistency — Changeableness. 

Chapter XII. — The Semi-Intellectual Sentiments 237-251 
The Basis of Mechanical Ingenuity — Artistic 
Taste — Poetry and Invention — Constructiveness — 
The Builder — Tool-using Capacity — Ideality 
— The Beautifier — Imagination — The Artist of 
the Soul — Sublimity — Perception of the Marvelous 
— The Sense of Vastness — Imitation — Mimicry — 
The Capacity to Copy — The Indian and the Jap- 
anese — Mirthfulness — Wit and Humor — Effects 
of Laughter — Agreeableness — Suavity — Politeness 
— Human Nature — Intuition of Character — Im- 
pressability. 

Chapter XIII. — The Intellectual Faculties 252-297 

The Primary Elements of the Intellect — The 
Perceptive Faculties — Observing Power — The 
Basis of Tact — Eyes That See Not — Individuality 
— Form — Size — Weight — Color — Order — Calcula- 
tion — Mathematical Power — Locality — The In- 
stinct to Travel — Eventuality — Memory and 
Kecollection — Memory Culture — Time : Percep- 
tion of Duration — Tune — Musical Talent — The 
Eeasoning Faculties — Originality — ^Learning to 
Think — Causality — The Basis of Logic — Com- 
parison — The Critic of the Mind — Analytical 
Power — Mind Culture. 

Chapter XIV. — The Moral Sentiments t. . . 298-318 

The Basis of Morality — Man's Higher Nature 
— Conscience — The Law of Justice — The Inner 
Monitor — Hope — Expectancy — The Torch Light 
of the Soul — The Optimist and the Pessimist — 
Spirituality — The Inner Light — Psychic and Spir- 
itual Perception — Spiritual Blindness — Evil Con- 
trols — ^Veneration — Eeverence for Things Sacred 
— Communion — ^Benevolence — Kindness — The Christ 
in Man. 



Prefatory Note 

The primary object of this book is to present methods for 
self -improvement. In recent years applied science has revo- 
lutionized every branch of industry. Within the next few 
years applied psychology and applied Christianity promise a 
corresponding change in the art of mind and character build- 
ing. 

Tor fifteen years it was my privilege to help young people 
in acquiring the elements essential for success. The methods 
employed in this personal work were later condensed into the 
lecture, "The Psychology of Success.'* This lecture proved 
so helpful that it was often necessary to repeat it to accom- 
modate the numbers who wanted to hear it. At the request of 
many educators, employers and students, it has been prepared 
for publication, and now forms Part I of this book. 

In Part II, I have tried to present in condensed form such 
suggestions as have proved helpful to young business and pro- 
fessional men, hoping by the printed word to serve a larger 
number and at the same time be relieved from the personal 
work to which I can no longer give attention. 

''Human Nature Studies," Part III, are the result of a 
course of lectures kindly received by large audiences of thought- 
ful people. These studies are not intended for the technical 
student of psychology, but rather for those who want to improve 
self or understand human nature, mind, and character. 

That this book may prove a blessing to every one who reads 
it, is the earnest desire of the author. 

NEWTON N. EIDDELL. 



LECTURE 



THE PSYCHOLOGY OF SUCCESS. 

Introduction 

There are elements of genius in every man that 
if awakened and trained will enable him to do 
something worth while. There are stores of energy 
and ambition in every brain that if unlocked and 
given expression in action will supply the force 
necessary to bring things to pass. There are germs 
of goodness and divinity in every soul that if quick- 
ened by love and wrought into character will enable 
a man to live a clean, self-respecting, moral life. 
Awaken the genius, unlock the energies, quicken 
the divinity in a man, change him from negative to 
positive, combine his intellect, energy, and con- 
science in harmonious expression, and you have 
given to that man the psychology of success. 

What is Success 

What constitutes success? If we are to see 
things alike, we must have the same viewpoint. 
Briefly, success is the accomplishment of anything 

9 



10 PSYCHOLOGY OF SUCCESS 

attempted. But we must get a larger concept of 
the subject. We must measure success first from 
the viewpoint of the individual, and second from 
his relation to society. We must measure success 
in the individual not wholly by his objective 
achievements in the few years that belong to the 
earth life, but in the light of the fact that the 
influence of his life extends far into the future. 
We must measure the success of the individual as 
related to humanity, not merely by his personal 
influence upon his family, his neighbors, and his 
age, but in the light of heredity, race evolution, and 
man's relation to God and eternity. We have 
lacked perspective in our view of success. Much 
that we have called success has really been failure. 
To do much work and accomplish little is not suc- 
cess. To pile up a fortune out of other people's 
earnings without producing any real wealth is not 
success. To acquire wealth or fame, or to accom- 
plish some great undertaking at the expense o£ 
health, conscience, or character is not success. To 
win out in business or profession, yet neglect wife 
and children, soul growth. Christian living, or 
civic duties, is not success. How, then, shall we 
measure success? By the honest work done; by 
the money earned or wealth produced; by the 
knowledge acquired, culture attained, and character 
realized; by the joy experienced and the happiness 
given to others; by the mfluence exerted and the 
service rendered in harmony with the law of human 
progress. 



LECTUEE II 

Success and Soul Growth 

If success include material prosperity, soul 
growth, and service to others, there must be some 
way devised to attain all of these at the same time. 
There is a very generally accepted idea that if one 
give himself fully to his vocation and succeed in 
material things, he must neglect the spiritual. This 
idea is fundamentally wrong. The activities neces- 
sary for material prosperity, if prompted by un- 
selfish motives, instead of being restrictive to moral 
and spiritual growth, are conducive to such growth. 
The fact that most persons who give themselves 
wholly to their work become so engrossed in it that 
they fail in moral and spiritual attainment, is no 
proof whatever that such a result is necessary. It is 
all a question of motive. The effects of any act are 
determined largely by the motive that prompts it 
and the mental and emotional states that obtain 
during the activity. If we act from selfish motives, 
every such activity, no matter how noble its purpose 
or worthy its end, will inhibit soul growth and tend 
to narrow and contract the life; whereas if we act 
from selfless love, no matter how simple or menial 
the act, it is conducive to moral and spiritual attain- 
ment. One may preach the gospel or engage in the 
most noble of callings, actuated by selfish motives, 
and in these worthy activities become narrow, irri- 
table, and spiritually inert ; or he may sweep streets 
and clean alleys for a livelihood, actuated by pure 
love, the thought of service, and glory of God, and 



12 PSYCHOLOGY OF SUCCESS 

out of these menial activities develop a beautiful 
soul and ripen a Christian character. 

Not What, but How 

The main object of this lecture is to present 
METHOD. It is easy to tell folks what to do and 
what not to do; but how to do it is another thing. 
All of the essential elements for success might be 
mentioned in a single breath; but what good would 
it do without the knowledge of how to acquire these 
elements? We are all prone to giving advice that 
is worthless. For instance: Here is a good 
woman with the worry habit. She is sick abed half 
the time. Her husband says, "li you will only stop 
worrying you will soon get well." Sympathetic 
neighbors say, *'You worry so. That's what makes 
you sick." Her pastor calls and says, "You ought 
to rejoice. You are a Christian and have nothing 
to worry over. It's a sin to worry." Her physi- 
cian tells her that her nerves are all disordered and 
she is on the verge of nervous prostration. All of 
these statements may be true; but they only tend 
to make matters worse. What she needs is the 
counsel of a practical psychologist who will explain 
to her the causes of worry, how to overcome it, and 
realize peace and serenity of soul. 

Now, friends, it is just so with this problem of 
success. The popular lecturers and wise ones for 
centuries have been telling us why we fail, and 
pointing out the elements of success ; but the object 
of this lecture is to show how to acquire these 



LECTUEE X3 

elements. The methods to be presented have en- 
abled many to increase their earning and learning 
power from lo to 50 per cent, and not a few have 
more than doubled their commercial value within 
three years. There is not a human weakness known 
to man that has not been eradicated by these 
methods; while their value as a means in acquiring 
the higher virtues has been demnostrated by thou- 
sands. 

A Winning Personality 

God works through personalities. When He 
would give to the world a moral code that should 
become the basis of all subsequent jurisprudence, 
He raised up a Moses with a mind and conscience 
capable of receiving and communicating the deca- 
logue. When He would reveal to man His love and 
the way of eternal life, He incarnated his Spirit in 
the man of Gallilee and sent this Divine personality 
among men to declare the good news of the king- 
dom. Behind every great reformation, social, 
political, and religious, has been a personality. The 
history of the world's progress is a history of great 
personalities. Back of each of our religious denom- 
inations there is a great personality, a Luther, a 
Calvin, a Wesley. Back of every successful busi- 
ness concern there is a personality, a Rothschild, a 
Wannamaker, a Marshall Field. In every happy 
home there is a personality, a loving wife, a kind 
husband. Look about you and wherever you find 
true success, in public or private life, in the church, 



14 PSYCHOLOGY OF SUCCESS 

the schoolroom, the business house, the office, the 
factory, the shop, or the home, you will find that 
the secret of the success is in a personality. The 
problem before us, then, is how to build a strong, 
harmonious, winning, righteous personality. 

Foundation Stones 

Before we begin the building of a personality we 
must clear away certain false notions relative to the 
causes of success and failure and lay a few founda- 
tion stones. 

First, get out of your head the notion that suc- 
cess depends upon opportunity or environment. 
True, these are necessary for the expression of 
energy or talent ; but the primary causes of success 
or failure are in the individual. Law reigns 
throughout all of man's relations and activities. 
There is no realm of caprice. Cause and effect 
are inseparably related. Things do not happen 
without an adequate cause. The laws of affinity 
and of natural selection are as active and unerring 
in the realms of mind, society, and business, as in 
the mineral kingdom and in the lower orders of life. 

Joe and Bill 

For instance, here is Joe whom you all know, 
who always says, "I've had no show, and that's 
why I can't make things go." While there is Bill, 
half way up hill, a-goin' still and always will. Now 
why this difference between Joe and Bill? Think 
a bit. Every molecule in the mineral kingdom is 



LECTUEE 16 

surrounded by a radiating aura which determines 
its chemical affinity and governs its relation to other 
molecules and minerals. Every vegetable and 
animal is surrounded by an aura, a radiation of its 
life. Every human being is surrounded by an 
aura, a magnetic field, a personal magnetism. This 
personal magnetism is the result of the chemical 
activity, the involuntary and voluntary life, 
thoughts, feelings, will, and sentiment of the indi- 
vidual. It is strong or weak, pronounced or in- 
definite, according to the strength and the activity 
of the several elements of his nature. It gives him 
distinctiveness of personality, natural affinities, and 
silently determines his relations to others. Now if 
you could see the aura of Joe, you would see a 
vaporous cloud-form, with irregular edges and few 
decided colors. Why? Because Joe is negative. 
Ask him what he is thinking about. He will prob- 
ably reply, ''Oh, nothin'." Ask him what he likes 
to read. He "don't take much to readin'." Ask 
him which of the fellows he likes best. "Oh, do'no, 
like 'em all pretty well; no special love for any of 
'em." Ask him what he is going to do in life. 
"Do'no, haven't thought much about it. Been 
lookin' fur a job, but it 'pears there's nothin' doin'." 
There is no affinity between Joe and a successful 
business man. No active teacher is interested in 
him. No social opportunities are open to him. No 
professional man wants a boy like that in his office. 
So poor Joe has no show, because the negative state 
of his intellect, emotions, and will, leave him with- 



16 PSYCHOLOGY OF SUCCESS 

out personality, magnetic attraction, or natural 
affinity. Now look at Bill. His aura is dense and 
intensely active. The outline is sharp and the 
colors distinct. Why? Because he is mentally 
active. He is a student. He prefers certain books. 
He has a choice of friends. He knows whom he 
likes and does not like. He is energetic. He is 
always busy. He is ambitious to rise. He is de- 
cided in character. He may not always be right, 
or even moral, but he is positive; and because of 
this positiveness and activity of intellect, emotion, 
and will, he has an attractive, winning personality. 
There is a natural affinity between Bill and every 
successful business or professional man in the city. 
He is wanted in the store, the bank, and the office. 
He is a favorite in school, in society, and in the 
church. He has unlimited opportunity, not from 
CHANCE, but by the operation of a law as unerring 
as gravity. Now before the conclusion of this 
lecture we shall see how to transform Joe from a 
negative to a positive, and get him up the hill as 
well as Bill. 

You Are the Debtor 

Get rid of the idea that the world owes you a 
living. True, you are not responsible for being 
here, but neither is the rest of humanity except 
your immediate parents, therefore the world owes 
you nothing. It has given you birth, protection, 
food, clothing, home, friends, education, and oppor- 
tunity for development, happiness, service and 



LECTUEE 17] 

success. You are the debtor. It will take all the 
rest of your natural life to square yourself and 
meet your just obligations. Get ready. Go to 
work. Be all you can and do all you can in the 
development of self and in promoting the progress 
of mankind. 

Get the Best of People 

Learn to take advantage of your neighbors and 
get the best of them. Now, don't be shocked. Let 
me explain. In every respectable person you know 
there are desirable traits of character. In every 
loving friend there are qualities that you need. 
Take advantage of your associations with these 
good people, select the best there is in their natures, 
and embody their virtues in yourself. Never mind 
their faults. You have enough of your own. You 
will find what you are looking for. You will em- 
body what you recognize and admire ; therefore look 
for the elements of success and admire and cherish 
the virtues of your friends. A man moves next 
door to me and says, "Riddell, I am going to watch 
you. I am going to find all your weak points and 
detect your meanness." "All right, neighbor. I 
am going to watch you. I hope to discover your 
strong points ; the secret of your success, and your 
elements of goodness." We each find what we 
look for, with the result that he embodies the worst 
of me, and weakens himself. I embody the best 
of him and add to my character. 



18 PSYCHOLOGY OF SUCCESS 

Give Value Received 

\ Put away the desire to get something for nothing. 
It is fundamentally wrong. It belongs to the 
psychology of crime. It is excusable in idiots and 
children, but to the normal, mature mind it is illog- 
ical. In a world where cause and effect balance 
each other, something for nothing is impossible. 
Every gift, whether of wealth, intelligence, love, 
confidence, favor, or opportunity, carries with it an 
equivalent obligation. Even the gift of salvation 
implies a life of service in return. Young man, if 
you would succeed start out in life with the idea of 
earning your own way, paying for what you get, 
and giving value received. All things whatsoever 
a man has are his in trust only, and he who fails to 
give back to the world the equivalent of what has 
been entrusted to him is not a success. 

Luck vs. Purpose 

Don't depend upon luck, accidental opportunities, 
or games of chance. Drifting ships often make 
long journeys, but seldom reach the desired harbor. 
Would you succeed, have a purpose, decide early 
in life what you are going to do, then work with a 
method. 

Concentrate Your Forces 

Don't try to do everything or know everything. 
This is the age of the specialist. Mr. Jack-of -all- 
trades is out of a job. Dr. Know-it-all is a charla- 



LECTUEE 19 

tan. The man who can do one thing well is in 
great demand. The man who knows everything 
about, his specialty is equipped for life work. Con- 
centrate your energies and talents upon something 
worth while. Master it. Stay with it and you will 
win out. 

Hard Work 

Don't be afraid of hard work. Activity gives 
life, inertia death. Well directed effort develops 
power, capacity, courage, self-reliance, virtue, mind, 
and character. Idleness or a life of ease begets 
weakness, carelessness, indifference, stupidity, vice, 
and worthlessness. Constitutional laziness is a 
worse handicap in the race of life than chronic 
dyspepsia or tuberculosis. Study the personal 
habits of the men and women who have made his- 
tory. Get close to those who are winning fame or 
fortune in art, literature, science, business, or pro- 
fession and you will find that EVERY WINNER 
IS A WORKER. Genius consists largely in the 
disposition and capacity for persistent hard work. 
Edison has said, "Genius is 2 per cent inspiration 
and 98 per cent perspiration." 

Mental Magic 

Don't depend upon "mental magic" or "psychic 
demonstrations" for success. To be able to think 
forcefully and express one's thoughts concisely and 
effectively is a great achievement ; but to use thought 



20 PSYCHOLOGY OF SUCCESS 

power or mental suggestion to impel others to act 
contrary to their will or judgment is morally wrong. 
Let no man who practices the art of mental magic 
by controlling others for selfish ends, whether in 
business, society, law, politics, or religion, count 
himself guiltless or call his victories success. 

A "mental scientist" telling of her wonderful 
"demonstrations" over poverty, displayed a large 
number of valuable presents and other evidences of 
wealth which she claimed to have compelled by 
thought power. She finished the recital of her 
achievements with the question, "What do you think 
of my science now?" A friend replied, "I think 
you are practicmg black magic pure and simple. 
The main difference between you and a professional 
burglar is in the method; the motive is practically 
the same. You both employ science and skill for 
personal gain without giving value received. Your 
method is the more subtle and therefore the more 
dangerous to society. Under the law of compensa- 
tion, which is not limited to time, and has no respect 
for persons, but has eternity for its fulfillment and 
exact justice for its goal, both of you must even- 
tually pay the penalty of crime." 

Get Right with God 

Put away the illusion that any real success is 
possible except when working in harmony with 
Divine law and living by Divine grace. All effort 
contrary to the Divine will is worse than wasted. 
How foolish for a man to expect to win out in oppo- 



LECTURE 21 

sition to the forces and laws that govern the uni- 
verse! No man ever did succeed that way. Stop 
and think about it. Get your wits to work. If 
you fill your right pocket by emptying your left, 
are you making money? If you accumulate wealth 
by dwarfing your soul, is that gain ? If you acquire 
anything by fraud, or at the expense of health, man- 
hood, or character, is that victory? If you gain 
prestige, fame, or fortune by the efforts of others 
without giving value received, is that success ? No ! 
Every cheat is a failure. Every fraud is a loser. 
Every moral delinquent is a bankrupt. Every dis- 
honest dollar in a man's pocket puts him a dollar in 
debt. Every hypocrite, whether in the social, in- 
dustrial, or religious world, is a profligate and a 
robber, wasting his life and robbing humanity of 
the honest service he should render. 

Young man, "The universe pours its energy into 
the arm that strikes for right." If you would 
succeed, stop just where you are and get right with 
God. When working in harmony with Him, you 
are in line with eternal progress. Infinite wisdom, 
infinite love, and infinite power are at your com- 
mand; your only limitation is your capacity to 
receive and express them. There is no real satis- 
faction, true happiness, or genuine success possible 
to a man until he has been born anew and become 
one with the Father in all his aspirations and efforts. 
Do you doubt it? Stand by the death-bed of men 
who have enjoyed apparent success out of harmony 
with the Golden Rule, and learn from their last 



22 PSYCHOLOGY OF SUCCESS 

testimony that ill-gotten gain and dishonest methods 

spell DEFEAT. 

Selfishness Is Suicidal 

Dismiss the notion that selfishness is essential to 
success. Selfishness is suicidal. He who lives for 
self suffers much, dwarfs his soul, accomplishes 
little, and dies a failure. He who becomes regen- 
erate and lives to serve has found the secret of 
success, true happiness, soul growth, and eternal 
life. If you would be happy, if you would win out 
in the battles of life, renounce the self, embody the 
Christ, enter a worthy vocation, and render the 
largest service possible to your age and generation. 
Take no thought of self except to improve. Do 
all the good you can, to everyone you can, in every 
way you can, and no matter how humble your posi- 
tion in life, or how busy your days, you will grow 
mentally and morally. 

Opportunity 

Learn to take advantage of opportunity. This 
is the corner-stone of success. Get away from the 
old idea that opportunity knocks once and only 
once at every man's door. Opportunity is knock- 
ing all the time. Every moment, every situation, 
position and condition of life is an opportunity. 
Yes, even every calamity, misfortune and disap- 
pointment bring with them compensating opportuni- 
ties if we are only wise enough to see, and take 
advantage of them. You miss a car and have to 



LECTUEE 23 

wait ten minutes. Don't waste your time and en- 
ergy fretting. Ten minutes is time enough to 
empty your pockets of accumulated papers, gather 
some important piece of news, jot down a valuable 
fact, decide upon some future event, or solve some 
troublesome problem. Utilize your time, and miss- 
ing the car may prove a blessing. You meet with 
an accident and have to go to the hospital for a 
month. What an opportunity for calm reflection 
and spiritual attainment! You are misrepresented 
and thereby lose a coveted chance in business or 
society. It is your opportunity to express indepen- 
dence and the strength of character that wins out. 
Your mother-in-law comes to assist your wife for a 
week during fruit-canning time and decides to stay 
all winter. Great chance to cultivate tact, meek- 
ness, forbearance, and all the other graces that 
adorn the soul of a model husband! Don't think 
of going out nights. Stay at home and make the 
most of your opportunity. Some of you married 
ladies think you have a hard time. You have a 
"grouchy" husband, several children to look after, 
and the care of a home. Great place to develop 
self-control, sweetness of nature, gentleness, and 
that spirit of self-sacrifice by which common mortals 
become saints. 

Young man, you have to work your way through 
school and provide for mother and the younger 
children. You find it heavy sledding at times, but 
what an opportunity for the deevlopment of energy, 
courage, economy, forethought, tact, and ability! 



34 PSYCHOLOGY OF SUCCESS 

Stay with it, my boy. Do your best and it will 
make "a winner" of you. There are thousands of 
wealthy, namby-pamby fellows with soft hands and 
softer heads, doomed to failure, who would be a 
success if they had your load. 

Young lady, maybe you are not so handsome or 
attractive as you would like to be. Possibly you 
were behind the door or out in the smoke-house 
when the beauty fairy came along. Good! You 
won't be spoiled by a pretty face. You have a 
chance to develop those elements of mind and heart 
that are more attractive than physical beauty. Pos- 
sibly you have to work in office, shop or factory. 
If so, this is a great opportunity for the develop- 
ment and expression of a noble character. You 
may be a salesgirl in a department store; a very 
trying place, but a good chance to learn the ways 
and manners of refined shoppers, to cultivate a 
pleasing manner and develop the elements of self- 
control. 

Friends, it does not matter where you are, who 
you are, or what you are doing ; what your heredity, 
environment, or vocation, opportunity is yours. 
Right where you are is a splendid place to begin to 
build a strong, harmonious, winning personality. 

Methods of Attainment 

Now that we have a foundation on which to 
build a superstructure, let us devote a little time to 
the study of methods of attainment. Remember 
that the how is the all important thing. In the 



LECTUEE 25 

building o£ a personality there are three ways of 
attainment, namely, by hygienic living and physical 
culture; by education, brain building and ethical 
culture ; and by regeneration and spiritual culture or 
growth in grace. No one or two of these can fully 
take the place of the other. All three are essential 
to the highest attainment. Man is more than mind 
and body. He is body, soul, and spirit, and all of 
these must be developed and trained harmoniously 
to produce the ideal man. 

Brain Building 

In the lecture "Brain Building" (published in 
the book "Immanuel") we learned: (i) All con- 
scious sensation, thought, feeling, emotion, volition, 
and objective intelligence, are dependent upon, and 
related to, nerve action. (2) Stimuli from the 
organs of sense, passing over the sensory or afferent 
nerves to the brain, discharge through the efferent 
or motor nerves, resulting in thought, feeling, or 
action. (3) Repeated discharge of stimuli through 
the nerves establishes nerve paths which tend to 
regulate and control the discharge of similar, subse- 
quent stimuli, thereby determining their effects upon 
mind and character. (4) All acts, thoughts, feelings, 
and desires that are persisted in or often repeated, 
establish nerve centers in the brain, and paths of 
discharge through the brain and nerves, which be- 
come the physical basis of subsequent thought and 
conduct. (5) When co-ordinating nerve centers 
once become established, it is only necessary to 



26 PSYCHOLOGY OF SUCCESS 

Stimulate them to activity, in order to reproduce the 
acts, thoughts, feeHngs, or desires that created them. 
(6) Brain centers and nerve paths are built up 
mainly during the early part of life and are changed 
or modified with great difficulty after maturity. 
Therefore right willing, right desiring, and right 
thinking in youth establish the physical basis of a 
righteous character, and make it easy for one to 
do right through life. 

The foregoing facts are sufficient to give us the 
key to brain building. Any repeatable intelligence 
can be embodied in the brain and thereby made an 
integral part of the self. Any ideal may be 
wrought into a nerve cell and given a physical basis 
for activity through which it will find expression in 
character. Since all of the faculties, emotions, 
propensities, and sentiments are strong or weak ac- 
cording to the functional power and activity of the 
brain centers through which they are manifested, it 
is possible, by increasing or diminishing these cen- 
ters, to increase or diminish any element. 

New brain cells are formed by perceiving and re- 
sponding to a new class of stimuli, such as come 
from the perception of a new fact, tone, color, thing, 
idea, or ideal, or in the discrimination of associated 
things. When such discrimination or response to 
new stimuli is reepated, each repetition modifies the 
structure of the forming cell. When the perception 
or stimulation has been repeated a sufficient number 
of times, it becomes fully embodied in the cell. 
When the cell thus built is refunctioned, the fact, 



> 



LECTURE 27 

color, tone, idea, or ideal which it embodies, appears 
in the stream of consciousness. Established brain 
centers, which are the gift of heredity, and also 
those that have been acquired, are kept strong by 
use or activity, and are strengthened by habitual, 
systematic training. Brain cells allowed to remain 
dormant, lose functional power, and if not used for 
many years, may become so weak or atrophied as to 
be incapable of bringing to consciousness the fact or 
idea embodied in them. This condition often ob- 
tains in old age. 

The Law of Suggestion 

In our studies of suggestion, we found: (i) 
Any perception or stimulation that makes a clear, 
deep impression upon the mind or sub-conscious 
life, becomes a suggestion and tends to modify mind, 
character, or functional activities. (2) The greater 
the emphasis and the oftener the reeptition of a 
suggestion, the more potential it becomes. (3) 
Any fact, idea, or ideal, that can be put into word 
form, can be lodged as a suggestion, and built into 
brain cells. (4) While all persons are not equally 
amenable to suggestion, nor is anyone equally sus- 
ceptible at all times, all are responsive to suggestion 
and may become more so by complying with the 
laws of receptivity. (5) Receptivity to a sugges- 
tion or an impression depends upon the degree of 
attention. The degree of attention in turn, depends 
mainly upon two conditions, namely, the degree of 
mental activity and intensity as focused upon the 



feS PSYCHOLOGY OF SUCCESS 

thing to be perceived; and the subtraction of every- 
thing that might scatter the attention. (6) Sug- 
gestions that are most often and most forcefully 
repeated, control the stream of consciousness and 
become the dominant elements in character. 

From the foregoing facts, it is evident that mental 
suggestion may be employed, not only in the build- 
ing of mind centers, but in controlling the propensi- 
ties, regulating the energies, strengthening the will, 
and purifying and ennobling the sentiments. In 
many instances it requires but a few treatments to 
greatly increase or diminish functional activity; 
but to insure permanent results in mind and charac- 
ter building, suggestions must be repeated a suffi- 
cient number of times to become embodied in brain 
cells. This, however, is not difficult, neither does 
it require a knowledge of psychology nor of the 
processes involved. Anyone can employ mental 
suggestion in improving self and others. In fact, 
all education is in a sense the result of suggestion. 

How to Use Suggestion 

To use suggestion effectively in mind and char- 
acter building three things are necessary: First, 
decide definitely upon the thing to be accomplished ; 
second, put the ideal into as few words as possible; 
third, repeat these words earnestly, emphatically, 
and at the same time will and desire that the 
thing affirmed shall become a fact. Bear in mind 
that words and thoughts take form, but these forms 
are powerless in themselves. Desire gives them 



LECTUEE 29 

LiFE^ and WILL gives them power; so that desire 
and will must enforce the thought-form to give it 
potency as a suggestion. To merely repeat a thing 
over and over, parrot-Hke, without desire and will, 
is of no value; or to affirm a thing with great em- 
phasis, yet desire the opposite, is ineffective. To 
both affirm and desire without willing in the same 
direction, leaves a suggestion with but little potency ; 
but when the mind affirms a thing which is sup- 
ported by earnest desire and a positive will, the 
thing affirmed soon becomes a fact in the character. 
This gives us a method of operation, a process of 
building, a way of attainment. A single illustration 
will serve to make the method intelligible to all: 
Suppose one has formed that most unhygienic habit 
of bolting his food. He knows better. His physi- 
cian tells him that it causes indigestion, irritability, 
nervous headache, insomnia, etc. ; that he must eat 
slowly and masticate his food thoroughly, before 
he can be well. Why doesn't he do it? Often he 
does not think of it; but if he does he lacks the 
self-control to do as well as he knows. Now to 
apply suggestion it is only necessary to formulate 
the idea into words, **I can, I will, eat slowly and 
masticate my food thoroughly." This suggestion, 
if repeated several times a day and reinforced by 
will and desire, will soon have its effect. When he 
comes to the table, the oft-repeated affirmation will 
come into the stream of consciousnes-s, not only 
causing him to think about it, but giving him the will 
to do it. 



30 PSYCHOLOGY OP SUCCESS 

Attainment through Grace 

Mental suggestion is a mighty factor in mind and 
character building. It is especially helpful in 
training the young, and in strengthening weak facul- 
ties, also in correcting bad habits. But it is limited 
to modifying the natural man and therefore cannot 
take the place of regeneration and growth in grace. 
By heredity and the willful violation of law, the 
natural man has abnormal qualities; some of these 
may be eliminated, so far as the external expres- 
sion is concerned, by volition, suggestion, and 
brain building; but if one is to be free from them, 
he must be delivered through redemption and for- 
giveness. Moreover, one can not become a spirit- 
ual being and enjoy the fruits of the Spirit until 
he has been born of the Spirit and become regener- 
ate. Therefore, all who seek the highest attain- 
ment, should begin in the heart, with repentance, 
forgiveness, and spiritual generation. 

In the lectures on Christian Realism (published 
in the book, "Immanuel") we found: (i) The 
natural man, however highly cultured and psychical, 
is still spiritually inert and must be spiritually quick- 
ened before he can perceive spiritual realities or 
become spiritually minded. (2) The transition 
from the natural to the spiritual is accomplished by 
repentance and forgiveness from sin, which liter- 
ally means soul-healing ; and by spiritual quickening 
or regeneration and growth in grace. (3) Through 
forgiveness of sin and regeneration, there comes 



LECTUKE 31 

deliverance from all abnormalties and from the con- 
trol of the evil one. (4) Grace is Divine Spirit 
given to man through Christ ; which gives man spir- 
itual vitality, power to resist, to endure, to over- 
come, to grow strong, to control the propensities, 
and to manifest the higher virtues of love, charity, 
reverence, kindness, etc. 

From these facts we see how important are for- 
giveness and regeneration, and what wonderful pos- 
sibilities are ours through Christ and growth in 
grace. All of the higher attainments are the gift 
of the Spirit, and are possible only to those who 
have surrendered the self and who live the selfless 
life day by day. How irrational ! what a waste of 
time and effort, for one to struggle for years with a 
bad habit or a base desire, in a vain effort to 
eradicate it, when Perfect Love would cast 
it out in a moment! How strange that people 
should continue to fight some evil hereditary 
tendency or acquired vice, when the Holy Spir- 
it is ever-present, able and willing to deliver 
the soul at once! What false philosophy, born 
of ignorance and perpetuated by the evil one, 
that teaches man to strive to do for himself what can 
only be done by the Spirit when the self has been 
surrendered! The natural man — the carnal mind — 
is ensnared in the illusion of self -hood, in which 
Satan has dominion, and as long as this illusion 
can be perpetuated, and the poor blinded soul 
induced to try to deliver himself, he is the slave of 
the evil one. All the wise ones who have traveled 



32 PSYCHOLOGY OF SUCCESS 

the "Path of Knowledge," and all the illumined 
souls who by faith have received the gift of the 
Spirit, have become aware of this illusion. 

How to Get Results 

To get results through grace, it is not necessary 
to struggle and fight in our own srength. In fact, 
all such effort is obstructive rather than conducive 
to the desired end. We need to understand that it 
is the Spirit of God that worketh in us to will and 
to do ; that our part is to conform to this will, and 
trust Him to do what is best for us. By struggling 
in our own strength we perpetuate the self and 
thereby become amenable to evil ; but by abandoning 
the self and rejoicing in the power of the Spirit 
to do His perfect will in us. His nature and char- 
acter come forth, and evil is far removed from us. 

The foregoing is sufficient to indicate the way of 
attainment through Grace. A single illustration 
will show how it may be practically applied in char- 
acter building by all who have accepted the gift 
of Love : Suppose one is suffering from that very 
common devil, "Fear," which harasses the souls of 
many. To get freedom, first get right with God 
through repentance, love, and prayer, that you may 
come into communion, and be prepared to receive 
the gift. Then ask the Father in the name of the 
Son, by the power of His Spirit, according to His 
will, to deliver you from this demon of fear. Hav- 
ing asked in whole-hearted faith and desire, believe 
that you receive the thing asked for. Begin at 



LECTUEE 33 

ONCE AND CONTINUE TO REJOICE AND PRAISE GOD 
FOR THE DELIVERANCE, AND THE GIFT OF LOVE. 

KEEP IT UP. By this continual rejoicing and 
praising, you form a spiritual atmosphere which is 
mediumistic of the Divine Spirit and thereby makes 
possible the doing of His perfect will in you. 

This method is not theory, fanaticism, or dog- 
matic theology. It is spiritual law, given through 
revelation and proved by hundreds of demonstra- 
tions. If all the conditions are met according to the 
Divine Will, the answers to the prayers of a right- 
eous soul are as sure as the answers in mathematics 
or physics. If one asks for deliverance from some 
particular thing while his soul is enveloped in an 
atmosphere of sin, he cannot receive the Spirit; and 
if any answer came it would necessarily be from 
some other source. Again if one ask even out of 
a pure heart and a spiritualized state, but doubt 
God or dismiss the subject as soon as he has asked, 
he inhibits the work of the Spirit and makes impos- 
sible the realization of the answer. But he who in 
faith accepts, believes and rejoices in the answer 
and wavers not, is sure of results. 

In a former lecture, you were told that every 
poor memory could be strengthened, every mental 
power increased, every vice eradicated, every evil 
tendency modified, and every normal, well born soul 
built into a strong, harmonious character. This 
statement is based upon practical demonstrations 
made in the lives of thousands. I know whereof 
I speak. It has been my privilege to employ these 



34 PSYCHOLOGY OF SUCCESS 

methods in helping many from vice to virtue, from 
failure to success. The suggestive method has been 
introduced because there are many who will not 
accept Christ or the gift of Love. Moreover, it 
may be used with good results in mind-training by 
all ; but in overcoming bad habits, putting away car- 
nal desires, and acquiring the higher virtues, the 
only satisfactory way is to ask for what is wanted, 
and accept the answer through Grace, then persist 
as indicated until conscious of the answer. Remem- 
ber : The Lord is able to deliver you from any evil 
and give you any virtue if you will only believe and 
receive. 

Building a Personality 

Now that we have methods whereby we can pro- 
duce any desired change, eliminate whatever should 
be eliminated, and increase whatever should be 
increased, we are ready to begin operations. In 
all our efforts there is one fact to be kept steadily 
in mind, namely, that to get the best results, from 
either Grace or suggestion, we must apply them when 
away from temptation. "In time of peace prepare 
for war." By so doing, we prefix the character and 
thereby largely predetermine conduct. If we wait 
until the moment of trial for decision, we will act 
under the dominant impulse, which may be wrong; 
but by previous training we can determine what the 
dominant impulse shall be. Children well trained 
by fire drill, act rationally in time of fire. Soldiers 
that have had proper training, keep their heads and 



LECTUEE 35 

remain subject to orders in the heat of battle. In 
like manner, we can train all the emotions and pro- 
pensities to act subject to orders; to behave in time 
of temptation or trial as prefixed by suggestion. 
For instance, suppose your work is very trying; 
under the strain you find yourself becoming ner- 
vous, irritable and petulant. If continued, this 
means a soured disposition and ill health. To apply 
the method and correct this tendency, before you 
start to work each morning ask for grace to keep 
you sweet, calm, and good-natured all day, no mat- 
ter what comes. Accept the gift; begin at once and 
continue to rejoice in your heart over the fact 
that you have what you have asked for. Thank and 
praise God many times during the day for the gift. 
Meet every trial with a smile. Keep at it and soon 
you will find that you can be sweet and joyful in the 
presence of all irritating circumstances. Good 
nature will become habitual and you will be saved 
from irritability, ill-nature and ill health. 

Health and Hygiene 

The first essential in the building of a winning 
personality is a strong, healthy, vigorous body. 
Vital force is to man what steam is to the engine. 
It gives mental energy, enthusiasm, vivacity, voli- 
tional power, and personal magnetism. No small 
part of the world's failures can be traced to low 
vitality. Impoverished blood, impoverished thoughts ; 
impure blood, impure emotions! He who would 
succeed in life must not neglect the building of the 



36 PSYCHOLOGY OP SUCCESS 

temple, the instrument through which he is to ex- 
press his mind and character. Few reahze how 
much of Hfe's success and happiness depend upon the 
chemistry of the blood and the functional power 
of the vital organs. Few have learned the art of 
wholesome living. Not many know how to feed 
themselves. Pehaps a less number know how to 
breathe, and what is more unfortunate, none of us 
always do as well as we know. From imperfect 
nutrition and oxygenation we lack mental vigor, sus- 
taining vitality, and even moral purity. No man 
who dissipates his forces through intemperance need 
expect to do his best. We all need schooling in 
practical hygiene. We need daily, systematic phys- 
ical culture. The average man's working power can 
be greatly increased within a year by hygienic liv- 
ing and physical training. What is true of working 
power is equally true of mind and emotion. You, 
young ladies, who are depending upon patent com- 
plexions for your beauty, need more vitality. You 
need to get out in the sunshine. Don't be afraid of 
tan or freckles. If you are strong and full of vitality 
you will be vivacious and magnetic. If you are 
magnetic you will be a social favorite, no matter 
if the freckles are so thick that they overlap like 
the scales of a fish. You may be so homely that you 
have to get up nights to let your face rest; but if 
you are magnetic, warm-hearted and pure-minded, 
you will have no trouble in winning the admiration 
and love of a desirable man. Did you ever see 
a honey bee approach an artificial flower? When 



LECTUEB 37 

he first sees it he starts straight for it with antici- 
pated satisfaction. Just before he reaches it, he 
pauses for a moment ; then, with a sudden turn and 
a buz-z-z-z ! he's gone. That's the way sensible men 
treat the artificial girl. 

Now, let us be serious and go a little deeper. 
We all want to be pure-minded and noble-heaned. 
We want to realize in our daily lives the higher 
virtues that adorn the character with grace and 
beauty, and most of us want to be Christ-like. But 
we can never reach these ideals in all fullness with- 
out physical health and bodily vigor. Whatever may 
be your aspirations in life, your condition, vocation, 
or opportunities, if you would succeed, make haste 
to be strong, and by hygienic living and wholesome 
thinking, perpetuate a healthy, normal state through- 
out fife. 

Subdue the Appetites 

The first step in character building is to get con- 
trol of the appetities. They are excellent servants. 
We could not do without them, but they are tyran- 
nical masters and one need not expect to accomplish 
much while subject to them. It is of little use to 
train an intellect, prepare for business, or cultivate 
the graces, until the appetities have been subdued 
and made obedient to the will. They rule to ruin. 
They waste vitality, destroy virtue, wreck genius, 
blast hopes, and defeat ambition. If you really 
want to succeed, take your appetities and passions 
one at a time under special training until each 



38 PSYCHOLOGY OF SUCCESS 

becomes an obedient servant demanding nothing but 
what- is best for you. A perverted palate may keep 
you ailing half your life. An appetitie for narcotics 
may blur your intellect or cause your downfall 
just when success is in sight. Ungoverned desires 
restrict development and dissipate the forces. A 
snappy temper will keep the nerves irritated much of 
the time and may turn you from the path of success. 
Supersensitiveness makes a fool of one and is a 
frequent cause of defeat. None of these things are 
necessary. If you are troubled with any of them 
or other vices, put them away. You can't afford to 
have an enemy within your own household. To get 
free from such things separate the abnormal desire 
from the self, keep in mind the fact that you are 
a dual personality, a carnal and a spiritual being. 
All of these faults belong to the carnal or mortal 
mind and are no part of the spiritual or higher 
nature. The spiritual man should have dominion in 
all things. If this is not so in you, apply the method. 
Ask for deliverance from all that is abnormal and 
for grace to control the normal propensities. 

Develop Energy 

Before anything can be accomplished we must 
have power. It takes power to work, to do business, 
to enjoy, to think, to live. Mental energy is back 
of all action. If one lacks it, he cannot expect to 
accomplish much until he has developed the ele- 
ments that supply force. Even in good health. 



LECTUEE 39 

energy is sometimes deficient, leaving one tame, 
inert, constitutionally tired, and averse to activity 
and strenuous effort. Whatever the cause of this 
tendency, whether hereditary or acquired, it can 
be overcome by proper training. Children so con- 
stituted should early be given short, difficult tasks 
and gradually trained to hard work. It is a sig- 
nificant fact that nearly all the great brain workers 
of the world and the captains of finance did hard 
manual work in early life. This early training 
developed the energy, persistency, and capacity, that 
later on sustained in great undertakings. 

If you are deficient in energy and engaged in a 
sedentary occupation, take physical training. Lay 
out a bit of work every day that is really trying, 
and go through it with vim and snap. Increase the 
work as the energy increases. Say to yourself, "I 
have latent power within me, and by His grace I will 
awaken it. I have the mind and the will to do." 
Then do it, rejoicing in the achievement, and energy 
will increase rapidly. 

Conserve the Forces 

Most of us have energy enough, if we knew how 
and would conserve it. We waste our forces in a 
thousand ways and then wonder why we are all 
fagged out. A fit of anger in the morning will 
dissipate power enough to have done a day's work. 
Many exhaust their vitality mainly by worry ; others 
by needless actions or emotions. Most of us are 



40 PSYCHOLOGY OF SUCCESS 

subject to the formative will and are constantly 
wasting vitality by needless thinking, planning, 
scheming, imagining and by contemplating things 
to come, and re functioning the images of things past. 
Few of us have learned to control the energies. 
We often put much more force into an effort than 
is needed. Again, most persons are prone to irregu- 
lar activities; they do three hours' work in one, 
then suffer from the reaction. Some women wash, 
churn, scrub, and bake in one day, then are pros- 
trated for a week. This work properly distributed 
would not have been too much for exercise and 
could have been made conducive to health. We 
men folks are just as bad; and if we are to accom- 
plish much in life, we must get control of our forces 
and regulate them to an even stroke. Over-activity 
exhausts the nerve cells that supply energy faster 
than they can recuperate. To control the energies 
say, "I have perfect self-control. I do not fret, 
hurry, or worry; neither will I dissipate my forces 
in any way, but, like the experienced engineer, I 
will apply just steam enough to accomplish the 
desired end and conserve the rest." Or, what is 
better, especially if prone to irritability, spasmodic 
effort, or unnecessary mentation, ask that His will 
be done in you that you may have perfect control 
over all your energies, forces, and activities. Accept 
this control, believe it, rejoice in it, manifest it, and 
soon you will have mastered the art of conserving 
and directing your forces, which means power for 
effective life work. 



LECTURE 41 

Cultivate the Affections 

The emotions are closely allied to the energies. 
They are a source of life and vitality. Wholesome 
emotional activity is invigorating, energizing, puri- 
fying, and elevating. A loveless soul is a dying 
souL The affections give atmosphere which both 
receives and communicates influence. A person 
without love is like a dead planet that receives light, 
but having no atmosphere cannot convert the light 
into heat and therefore has no power to sustain life. 
A man had far better carry his heart on his sleeve 
and get scratched once in a while than have no heart 
at all. Better be Mr. E. Z. Mark than Mr. Freeze 
M. Out. All great personalities have strong emo- 
tions, strong affections, strong attachments. If you 
would have a winning personality, be a great lover. 
Keep your affections pure and direct them to their 
proper object; but give them expression. Remem- 
ber that God is love, and the first great command- 
ment is to love Him with all thy heart and thy 
neighbor as thyself. This does not mean the sort 
of free love taught by some sociologists, neither 
does it mean the violation of conjugal affection and 
marriage vows ; but faithfulness in love to the com- 
panion, and a warm, genial friendship for others. 
It matters not what your position or calling in life, 
a strong social nature wisely directed is of great 
value. It is woman's greatest charm. It is the 
secret of many a business and professional man's 
success. It opens the door of opportunity. It 



42 PSYCHOLOGY OF SUCCESS 

attracts friends and brings support. It adds much 
of zest and joy to life and if we look toward the 
larger life with the thought of service, or even with 
the idea of realizing our highest and best, we must 
love and be loved. Goodness is born of love. Kind- 
ness springs from love. In short, all the nobler 
virtues to which we aspire are the outgrowth of 
love. Eternal Hfe is the gift of love. To become 
like Him we must become a center of love; there- 
fore, let us begin today and say, "God is love. He 
pours His love upon the just and the unjust. He is 
merciful to the wicked, and compassionate to all. 
By His grace, I can, I will, be like Him and radiate 
love and life." 

Energy and Enthusiasm 

Energy combined with emotion produces enthu- 
siasm. Cultivate it. You must have it. Nothing 
worth while was ever accomplished without it. The 
student that lacks enthusiasm seldom does well. 
The teacher without it is a failure. The clerk or 
salesman without enthusiasm is not worth floor 
room. Diamond Dick, the famous street salesman, 
used to offer a wager of $i,ooo that he could sell 
one hundred pound packages of sand at $i a pound 
in a single evening. His method was intense enthu- 
siasm and suggestion. Going into a grocery store 
in Milwaukee some years ago I was held up by a 
young lady demonstrating tomato catchup. The 
first thing I knew there was a bottle of tomato cat- 



LECTUEE 43 

chup under my nose and a magnetic young woman in 
front of me talking a streak that would have aston- 
ished a book agent. She told me how it was made, 
bottled, kept; its ingredients, exquisite flavor, deli- 
cious combinations ; how much it added to the flavor 
and value of other foods. I learned more about 
tomato catchup in two minutes than Solomon ever 
dreamed of. I was a hundred miles from home, but 
I had my hand in my pocket hunting for the price 
when somebody jolted against me and broke the 
spell. Then I went over in a corner and watched 
the next man stand for two minutes half hypnotized, 
half paralyzed before this genius of enthusiasm. 
Most everybody tasted it, and through the force of 
her suggestions thought it was fine. Everybody 
was buying catchup. Contrast this with the sleepy, 
passive, negative state of the poor, half -paid, half- 
fed girls that stand behind the counters of some 
department stores, who haven't life enough to show 
goods; who wear the expression, "If you don't see 
what you want, ask for it," and when you do ask, 
they place the article before you limply, and pas- 
sively wait for you to decide whether you want it or 
not. They don't get much and are worth less. If 
they have any mind activity it relates to the theater 
or the dance, but it never attacks business. The sur- 
prise is that merchants can afford to employ such 
help at any price, and that self-respecting shoppers 
will endure such service. One live salesman, that will 
put mind, character, and enthusiasm into effort, 
show goods, talk intensely and give attention to the 



44 PSYCHOLOGY OF SUCCESS 

varied needs of shoppers, is worth more than a 
whole row of Hstless dummies. 

Possibly some of you young ladies, who have no 
interest in commercial matters, feel that you have 
no need for enthusiasm, but you have. If your 
aspirations are social, watch a social queen and see 
how she will enthuse over nothing; what intense 
interest she can take in the most trivial remark; 
how responsive her emotions to mirth or pathos! 
This is what makes her magnetic and attractive. 
Take warning: Half of the bachelor men and 
women of this country lost out from lack of 
enthusiasm at the critical moment. 

Seriously, friends, whatever may be your voca- 
tion or position in life, if you would succeed, put 
snap and zest into your work. Intense interest 
excites interest; positive mentation backed by emo- 
tion is sure to awaken response. Even in things 
spiritual, nothing can be accomplished if under- 
taken in a half-hearted way. A passive Christian 
worker seldom converts anybody or inspires a soul 
with the spirit of self-sacrifice or service. If you 
would GLORIFY God, spcll it with a G-L-O-Wl 
Glow with the fire of the Spirit, and something will 
be accomplished. 

Brain vs. Muscle 

In the good old days of stump pulling and log 
rolling, a man's value to the community was meas- 
ured largely by his muscle; but now that we have 
harnessed steam, gas, electricity, and gravity to do 



LECTUEE 45 

the heavy work, a man's value is measured by his 
brain. The more brain he puts into his work, the 
more he is worth. One man barely makes a living 
off of a hundred and sixty acres of land; another 
lives comfortably on forty acres. The former plants 
muscle, the latter brains. One artisan is worth 25 
cents an hour, another 75 cents, simply because one 
is using three times as much brain as the other. 
The mind determines the worth of the man. If 
you want to command position and price you must 
mix brains with your work. Some men are better 
worth $100 a day than others are $1 ; the differ- 
ence between them can be defined with two words — 
mind and character. You were told a while ago 
that the average person can increase his or her earn- 
ing power from 10 to 50 per cent within two years. 
Now let us see how. It is by increasing mind 
power; by changing every intellectual faculty from 
negative to positive and training all to work 
together, thereby giving capacity to perceive, to 
remember, to think, to know, and to do. The man 
who doesn't notice is always short on the required 
information. The man who doesn't remember is 
constantly forgetting what he learns and neglecting 
what he should attend to. The man who has not 
learned to think is a slave to other people's opin- 
ions, lacks judgment, initiative, and fails to think 
of the thing that should be thought of to make a 
success. All of these adverse conditions can be 
overcome. The mind can be trained to perceive and 
to take notice; to remember and recall what it 



46 PSYCHOLOGY OF SUCCESS 

perceives; to analyze, put together, take to pieces, 
draw conclusions, think and do the right thing at 
the right time. 

The Art of Perception 

The first thing in increasing mind capacity is to 
master the art of definite, concise perception. This 
is accomplished by noticing with concentrated inter- 
est and undivided attention. This is not difficult 
to do if we go about it in earnest. The trouble 
is, most of us are given to careless, indefinite per- 
ception. We notice everything in general, but noth- 
ing in particular. We perceive several things at 
the same time and none of them with sufHcient 
accuracy to form a clear mental image. 

The mind is not unlike a photographic instrument. 
If you are to get a good picture, you must sit still 
and have proper light exposure. If you move dur- 
ing the exposure you will spoil the plate. If the 
light is poor longer exposure is needed. If you are 
perfectly still and the camera is properly focused 
and the exposure is right, you will get a perfect 
plate, from which may be made any number of 
pictures. Now, mental concentration upon one 
thing corresponds to sitting still. Intensity of men- 
tal activity in concentration corresponds to the light. 
If all the mind force is focused upon one thing the 
result is a clear, sharp, deep, abiding impression or 
mental image which may be reproduced at will as a 
memory in the stream of consciousness. Thus we see 
that the first essential to a good memory is clear. 



LECTUEE 47 

definite perception, and that the clearness of percep- 
tion depends upon attention to one thing and 
intensity of concentration. 

The Art of Study 

Here, friends, is the first great secret in mind 
culture and the first step in acquiring a good mem- 
ory. You students can get your lessons in half the 
time when you have learned to apply the art of 
concentration. To do this, suppose you are study- 
ing a lesson in history. Go at it in earnest. Never 
mind what others are doing. Concentrate your 
whole attention upon one sentence at a time; then 
take a second, and so on to the end of a paragraph. 
Close your eyes or the book and refunction in the 
mind the essential facts. Go over them a second 
or a third time without looking at the book. Now 
take another paragraph and treat it in the same 
way. Then refunction the first, then the second 
before beginning the third. Having gone over your 
lesson in this way, you will have no trouble in 
recalling it. Keep this great psychological fact in 
mind: Whatever once occupies an active, intense 
mind to the exclusion of everything else is never 
forgotten. You can go over lessons twenty times 
with your attention divided between study, play, 
sweethearts, baseball, etc., and still have no definite 
memories ; but once over or twice with intense con- 
centrated attention will enable you to pass a good 
examination. 



4:8 PSYCHOLOGY OF SUCCESS 

Memory Culture 

The main secret of memory culture has already 
been given, namely : concentration, perception, and 
mind activity. But there are many things that pre- 
vent concentration which v^e must get free from. 
One is mental passivity, intellectual laziness ; another 
is absent-mindedness, which is usually caused by 
abstract thinking. Many persons of a meditative 
turn of mind are lost in abstractions. You may 
have heard of the absent-minded preacher, who 
became absorbed in his sermon while changing his 
shoes and started for church wearing one slipper 
and one shoe. His wife, discovering the fact, ran 
after him and stopped him on the street. Half 
dazed, he turned to her and said, "Excuse me. 
Madam, haven't I met you before?" Persons with 
strong emotions frequently fail in perception and 
memory through the activity of the emotions. They 
live too much in their feelings to think or per- 
ceive accurately. They are lost in desire or imagina- 
tion and fail to notice. All of these conditions 
can be overcome by suggestion. 

The next step in memory culture is to learn 
to associate the things that are difficult to remember 
with those that are easy, so that the recalling of the 
one will recall the other. Thus, if one have a good 
memory of forms and faces, but a poor memory 
of names, the latter may be strengthened by writing 
and studying the word form, and associating it with 
the person or thing. 



LECTUEE 49 

Recollection 

Recollection is not synonymous with memory. 
To recall a thmg requires the refunctioning of the 
neuron — or brain center — in which the mental image 
is embodied. The memory of a thing, though per- 
fect, may be so deep in the subjective mind, so 
far removed from the plane of consciousness that 
it is recalled with great difficulty. In fact, much of 
what is held in the subjective mind can not be 
recalled at will. Nine-tenths of what we consider 
forgotten is held subjectively. This fact has been 
demonstrated by experimental psychology. Under 
hynotic suggestion, a subject has recited page after 
page of Greek that he learned in his school days, 
not a line of which could be recalled in his normal 
state. To increase the power to recall, one should 
practice refunctioning his facts, figures, and knowl- 
edge ; that is, call them to the plane of consciousness. 
Think them over often. This keeps the nerve cells 
active and vigorous, perpetuates the fibral connec- 
tions, and makes possible the recalling and using of 
any fact at will. 

Learn to Think 

O. S. Fowler used to say, "A close observing 
eye, a good memory, and a putting-things-together 
head teach a good school." This is a great truth 
tersely put. All of the senses can be trained by 
application and suggestion to keen, concise percep- 
tion; when so trained, one may learn from every- 
thing and everybody. A dullard will not learn from 



50 PSYCHOLOGY OF SUCCESS 

a sage, but a sage will learn from a child or even a 
fool. Everything becomes a teacher to the studi- 
ous mind. No matter what one's position in life 
may be, having acquired the fact-gathering capacity, 
he soon has something to think about. His next 
step in mind building is to learn to think; learn 
to apply his knowledge; learn to discriminate 
between truth and error and the relative value of 
facts. Until he can do this, his facts are not worth 
much. Some men devote the larger part of their 
lives to the accumulation of facts which they never 
assimilate or apply. For all practical purposes these 
facts might better have been left in the library than 
built into their brains. I once had a friend who 
took delight in taking degrees and winning diplo- 
mas. The walls of his office were literally covered 
with parchment. He had taken the degrees of 
A. M., M. D., Ph. D., LL.D., and D. D., with 
several post-graduate courses. No doubt he is X. 
Y. Z. by this time. He was a walking encyclopedia 
of facts, but had never learned to think. He was a 
slave to authority and other people's opinions. Ask 
him what he thought about a certain thing, he 
would begin to quote authority; but if pinned down 
for a personal opinion he had none. All his mental 
power had been used in acquiring knowledge, and 
with all his learning he commanded a salary of 
$800 a year. One-tenth of what he knew, prac- 
tically applied by one trained in the art of think- 
ing and doing, would have accomplished much more 
and commanded five times the salary. 



LECTUEE 51 

Put your wits to work. If you would have 
a strong mind you must use it. You don't have to 
delve into the depths of science or philosophy, meta- 
physics or religion to learn to think. Just go to 
work on the little problems right next to you. You 
can double your value to your employer or increase 
your earning power for yourself by putting your 
mind to work on the things about you. You can 
make and save hundreds of dollars extra every year 
by simply thinking of the right thing at the right 
time. You may be very close to a fortune, but if 
you don't notice and think, you will never discover 
it; or if you do it will be after it has passed into 
the hands of another. It is marvelous what capacity 
most of us have for seeing a good thing right after 
somebody else has discovered it! That wondrous 
gift called tact, which is more to be desired even 
than talent, is acquired by noticing and thinking. 

Positive Mentation 

When you have mastered the art of definite per- 
ception, recollection, and concise thinking, you have 
the basis for positive mentation. This positive men- 
tation is what gives mind-power and influence. The 
man with definite knowledge, clear reasoning, and 
sharp, concise expression has the capacity to bring 
things to pass. His every sentence becomes a sug- 
gestion. He is decisive. His thought- forms, even 
though not put into words, make a definite impres- 
sion upon others. His words have force back of 
them. His argument is forceful, convincing. His 



52 PSYCHOLOGY OF SUCCESS 

Opinions are worth considering. His conclusions 
are accurate. His look is penetrating, and if this 
positive mind is backed by energy, self-esteem, and 
conscience he is well nigh irresistible. Such a mind 
will win out anywhere. The man with such brain 
power is always in demand. The professions need 
him. He is wanted by great corporations to act as 
the head of a department. If he enters the mercan- 
tile world he becomes a captain of finance. It is not 
possible or even desirable for everyone to develop 
such mind power as we have been considering; but 
all of you who will apply the methods given may 
greatly increase your intellectual force, and thereby 
enhance your value to yourself and to the world. 

Concentrate Your Efforts 

One thing at a time and that done well, is what 
makes all life's efforts tell. Scattered forces are 
ineffective. Divided interests waste power. In 
mind building, it is well to concentrate the efforts 
upon one or two elements at a time. In work, the 
best results with the least wear and tear are gained 
by focusing the mind upon the thing in hand. In 
winning fame or fortune, it is better to select one 
thing for which you have natural talent and stay 
with it. Mind is a Hmited quantity; the more you 
spread it, the thinner it gets. Experience proves 
that those who have a definite purpose, and concen- 
trate their energies and talents upon it, are the 
winners. Hold in the sunlight a piece of paper; 



LECTUEE §3 

the scattered rays will barely warm its surface. 
Focalize the rays and they will set the paper on 
fire. You may be a genius, as bright a son as was 
ever born of woman, but scatter your energy and 
talent over several lines of work, business or pro- 
fession and you will be ineffective. Focalize your 
powers on some worthy undertaking and you will 
bring things to pass. Come with me to an upper 
room where an inventor has been concentrating his 
mind for thirty hours without sleep or rest. Con- 
centration is intensified. Forty hours, fifty hours 
of the most intense application, with little food and 
no relaxation. He comes down from his room 
looking like a hunted beast. The face is grave, 
the eyes deep set, the hair disheveled. He calls for 
his six best men and starts back to the room. A 
friend says, "Stop, man, you are going into brain 
fever. When are you coming down ?" "When the 
invention is complete, or I will never come down." 
Once more in the upper room he asks his men 
to think upon certain lines and answer his questions. 
The concentration is continued. Fifty-one, fifty- 
two, fifty-three, fifty- four, fifty-five, fifty-six hours 
and the brain of Thomas Edison is wrought to a 
white heat; but from the white heat of that brain 
the world is aglow with the electric light tonight, 
that lights not only our streets, mines, and tunnels, 
but the homes and hearts of millions, bringing 
health, wealth and comfort to the populace of the 
earth ; and as long as the electric light shall burn, the 
name of Thomas Edison shall shine forth in dazzling 



54 PSYCHOLOGY OF SUCCESS 

letters in the halls of fame as the greatest of 
scientific inventors. 

Originality and Individuality 

Cultivate individuality. It is the trade mark 
of power. Eccentricities, when unduly accentuated, 
make one ridiculous and lessen his opportunities 
for success; but individuality gives distinctiveness 
and the stamp of originality to everything said and 
done. No two persons are by nature exactly alike. 
God puts the stamp of uniqueness upon everything 
He creates. The present educational and industrial 
systems tend to destroy individuality. We must 
resist this tendency. Originality of thought and 
conduct, of manners and methods, is one of the great 
essentials in the building of a winning personality. 
To do your best, you must be natural. You must 
get out of the beaten path, get away from 
stereotyped methods, and develop your inherent 
peculiarities. 

Most of us are imitators. We cramp our souls 
to fit the fashions. Take the matter of dress. There 
is a true art in dress ; it consists in harmony between 
the cut of the garment, the amount of trimming, 
the colors used, and the form, features, complexion, 
and color of hair and eyes of the wearer. Where 
this law of harmony is obeyed a work of art is the 
result. Any lady so attired is well dressed. Even 
sharp, irregular features can be made attractive; 
but how many ladies have the wisdom, courage, and 
independence to follow this law in opposition to the 



LECTUEE 55 

fashion plates? Even among the dames of fashion 
we see combinations and incongruities that would 
make an artist groan and cause beauty to hide her 
fair face in shame. 

Now, what is true in dress is doubly true in our 
methods of character building. We imitate others 
in study, forms of speech, habits, manners, business, 
and, most of all, in religion. These machine-made 
characters are like store clothes. They are easy to 
acquire, but they seldom fit and do not wear well. 
My friend, if you would make the most of self, 
study the pattern God has put into your physical 
and mental constitution. Build according to this 
pattern. Be sure that your building is harmonious, 
consistent and adapted to the requirements of your 
chosen vocation ; but be true to yourself, loyal to the 
spirit within you, and the farther you differentiate 
your life from that of all others, the greater your 
power and chances for success. 

Character and Power 

The chief element in a winning personality is 
character. The highest priced thing on the Ameri- 
can market is character. The thing most in demand 
in every relation, vocation, and condition in life 
is character. The final asset, back of every business 
institution which makes it and keeps it solvent, is 
character. There is not a bank in this city with 
sufficient security to satisfy its depositors or prevent 
a run within forty-eight hours, if it were proved 



56 PSYCHOLOGY OF SUCCESS 

that the president, cashier, and directors of the bank 
were dishonest. One of the largest financial con- 
cerns in the country lost millions of dollars and was 
compelled to undergo many radical changes when 
the policy holders and stock holders discovered that 
it was unsound at the heart. The money panic of 
1907 revealed the humiliating fact that even the 
United States government was not rich enough to 
sustain her financial equilibrium in the face of dis- 
honest stock gambling and crooked manipulation 
of her securities. 

In the face of these facts, what nonsense for any 
one to expect to win out without character ! What 
value is brain without conscience? How much is 
a man worth to his employer who simply knows how 
but cannot be depended upon ? We shall not define 
this word, character, for what we define, we limit; 
but character means power, means honesty and 
integrity, means faithfulness to trust, means prompt- 
ness and punctuality, means loyalty and reliability, 
means carefulness and constancy, means courage and 
conviction, means energy and application, means 
self-respect and respect for others, means politeness 
and dignity, means attention and concentration upon 
the thing in hand, means humility with independ- 
ence, means obedience with power to command, 
means the ability to say "no" and stick to it, means 
the capacity to do and the will to do it. If you 
have these elements you have character. If you 
have character you have the spinal column of a 
strong personality. 



LECTUEE 57 

Character vs. Reputation 

Character is a very different thing from reputa- 
tion. Reputation is what folks say of us. Char- 
acter is what we are. Reputation may be bought. 
Character must be built. Reputation introduces us ; 
character sustains the introduction. Reputation gets 
a position; character holds it. Reputation attracts 
the attention of an employer and causes him to 
watch the work of an employee; character in the 
employee is what brings promotion and commands 
the increase in wages. Business men tell me that 
out of fifty employees, an average of only one or two 
can be trusted to carry responsibility and attend 
to a specific line of work without watching. Doubt- 
less, in many instances this is largely the fault of the 
employers or heads of departments. If an employee 
is never allowed to use his judgment or take respon- 
sibility, he is not likely to have the capacity to do 
so when it is wanted. Character and the power 
to carry responsibility cannot be assumed in a 
moment or acquired in a day, and if employers had 
the patience and forethought to develop these qual- 
ities in their help, they would find capacity and merit 
in a large number. But the faults and failures of 
employers are no excuse for carelessness, shiftless- 
ness, and that unreliability that characterizes the 
work of many employees. 

Under the Spotter's Eye 

A few years ago two young men came to Chicago 
to seek employment. We will call them Tom and 



58 PSYCHOLOGY OF SUCCESS 

George — for these were not their names. Both were 
of good famiHes and each had received a common 
school and business college education. They soon 
obtained. positions at $i6 a week. Tom was quick, 
bright, and sociable. He soon made friends and 
readily adapted himself to the ways of the city. His 
evenings were spent at the vaudeville, the dance-hall 
and in pool rooms. During business hours he 
attended strictly to business ; but for some reason he 
was not promoted. His wages increased and at 
the end of three years he was getting $22 a week. 
He changed positions several times, but was never 
given a place of responsibility, nor has he drawn a 
salary of over $25 a week. Why? Because' the 
reports of the spotters indicated that he was not a 
safe man for promotion. The young man that will 
gamble with his own money is not safe to handle 
the cash of another. The man that habitually keeps 
doubtful company soon becomes a doubtful man. 
George was not so bright, but he was prompt. He 
was often at work fifteen minutes before time and 
was not anxious to leave the office the moment the 
bell rang. His evenings were spent in libraries, at 
the Y. M. C. A., with a short turn in the "gym," 
or with a few select friends at some first class enter- 
tainment. Sunday evenings he went to church. 
Within two years he was in a position of responsibil- 
ity at $25 a week. He was offered a better posi- 
tion with another firm. He told his employers of 
it and was advised to take it as it was a better 
opportunity than they could offer. He was steadily 



LECTUES 59 

advanced by the new firm and within two years more 
was drawing $40 a week. Again there came an 
offer for something better. In the third place his 
salary advanced to $50 a week, when he was pro- 
moted to the position of assistant cashier. This 
position required a bond of $15,000. He telephoned 
the firm for whom he had worked first and they 
immediately offered to go his bond. On his way 
home from dinner he met the president of the sec- 
ond firm he had worked for and told him of the 
situation. The immediate response was, "Send the 
papers over to me, I would back you for twice that.'* 
Within six years from the time George came to the 
city he was drawing a salary of $225 a month and 
had saved sufficient money to become a member of 
the firm for which he was working, and is now 
vice-president of his company. 

Murder will Out 

Young friends, perhaps you think you will never 
have to work unjder the eyes of a spotter. You are 
mistaken. The spotter to keep tab on where you 
spend your evenings, how you spend your money, 
the company you keep, and decide your fitness for 
promotion is within you. You can't get away from 
him. Neither can you prevent his reporting you to 
your employer and others. His report is written 
in your face. It is expressed in your voice, walk and 
manners, but most of all in the silent force of your 
character. Your personal influence, that which 
determines your relations to others, and largely 



60 PSYCHOLOGY OF SUCCESS 

determines your commercial value, is the result of 
your thoughts, habits, desires, and will. If these 
are right and are backed by conviction, you will 
have power, you will be attractive. You will radi- 
ate an influence for good and form affinities that 
make for success; but if you are living a dissipated 
life, no matter how hard you try to be faithful 
to duty during business hours, your silent forces 
will be repellent to refined people. You will fail to 
establish confidence. You will continually discount 
your own efforts. No bluff will take the place 
of character. Murder will out! Impurity or dis- 
honesty in a man's soul robs him of conviction, 
power, and rightful influence. Purity and convic- 
tion give that subtle something that commands 
respect, that opens the door of opportunity, that 
attracts the attention of those who hold the key to 
the storehouses of fame and fortune. 

Personal Responsibility 

My young friend, can you be depended upon? 
Have you learned to carry responsibility? Young 
lady, if Mamma goes out for the morning, can she 
trust you to have luncheon ready on time ? Straws 
tell which way the wind blows, and those who are 
not exact and responsible in small things cannot 
be trusted in large ones. Young man, if you are 
told to do a thing, can your employer dismiss it from 
his mind with positive assurance that it will be done 
on time and exactly as he has directed? If so, you 
are on the way to promotion. If you lack the ele- 



LECTUEE 61 

ments that enter into the formation of that mar- 
velous composition we call character, before you 
retire tonight make up a program for yourself and 
begin to build. You know wherein you are weak. 
It won't take you long to find out your faults. If 
you need help, ask your family, your teachers, or 
your employer. They can tell you what is lacking. 
When you have discovered your shortcomings, ask 
and receive grace to overcome them. Say, "I can 
be depended upon." Put will and desire back of 
the suggestion. Make your word as good as a 
banknote. Put energy and thought into your work. 
Whatever you are doing, make it your personal 
business, and aim at perfection. If you are in school 
take pains, win out honestly. No honest effort in 
study is ever a failure. No dishonest achievement 
is ever a success. Go over the elements that make 
character and apply the methods you have received 
in the building of these elements and soon you will 
have acquired the most valuable asset belonging to 
any man, the most essential quality for continued 
progress, the most potent factor in the struggle for 
supremacy, the most important attribute of the 
human soul — character. 

Self Appreciation 

Cultivate self-confidence; few succeed without it. 
If you are naturally deficient in this quality, you 
know how to develop it. Ask for it, rejoice in it. 
Affirm it. Live the life that will enable you to 
respect yourself. Develop the elements of mind nee- 



62 PSYCHOLOGY OF SUCCESS 

essary for the accomplishment of the work in hand, 
then learn to have confidence in your ability. Per- 
sonal egotism is offensive; but it is better to be 
afflicted with the tendency **to get above one's busi- 
ness" than to be deficient in self-confidence and 
afraid to carry responsibility. If one lacks self- 
appreciation he is prone to take the place of an 
underling when he might do better. No man knows 
his capacity until he has tested it. There is much 
truth in the old saying, "A man is like tea, he never 
knows his real strength until he gets in hot water.'* 
Men of very ordinary ability that believe in them- 
selves, command respect and confidence from others 
and push ahead into responsible places; while men 
of superior qualities that lack self-confidence are 
held back to serve in inferior positions. 

Egotism 

Don't be an egotist. Egotism is the trade mark of 
ignorance and stupidity. The man who thinks he 
has a corner on truth, knows not the first principles 
of truth. "Pride, howe'er disguised in its own 
majesty, is littleness." Egotism can never compre- 
hend what is truly great. Vanity ministers to self- 
consciousness, imprisoning the soul. A human pea- 
cock met a philosopher walking with bowed head. 
The fop accosted him, "Why don't you hold up 
your head and walk like a man?" The sage raised 
his head and, looking over the fence at a field of 
wheat, said, "Look, the heads that are well filled 
bend over; those that are empty stand up straight." 



LECTUEE 63 

All true greatness is allied to goodness, and good- 
ness makes one meek and humble. We do not have 
to constantly display our talents or virtues to make 
them known or appreciated. Every great soul it 
has been my privilege to meet was easy of approach, 
unassuming, and unmindful of self. I shall never 
forget the first time I met a great man. The experi- 
ence is worth relating. I had gone alone to New 
York City, a green country boy. Charles Scrib- 
ner's Sons were advertising for solicitors to sell 
the Encyclopedia Britannica. I needed money and 
like most greenhorns thought I could sell books. 
When I entered the door of that great book concern 
I saw what to me seemed books enough to supply 
the whole world. The place was so big and impos- 
ing that I was frightened. As I hesitated, a stiff, 
dignified gentleman of military bearing approached 
me. I thought, "This is Mr. Scribner, do I dare 
speak to him?" Looking down the long aisles I 
saw several more of these dignified gentlemen and 
I thought there must be a lot of these Scribner 's 
sons. Later, I learned that they were only floor 
walkers, not even salesmen. I told the floor walker 
that I wanted to see Mr. Scribner. Fortunately, I did 
not tell my business or I would never have seen him. 
I was directed to the elevator and landed on the 
sixth floor. All the way up it was books, books, 
books. My courage began to fail and I wished 
I was out of the place. Another gentleman, more 
imposing than any I had met, directed me to the 
private oflice of Mr. Scribner. I hesitated in front 



64 PSYCHOLOGY OF SUCCESS 

of the door, then knocked a timid Httle knock. A 
kindly voice said, "Come in." I hesitated and in 
a moment the door was opened and the most unas- 
suming gentleman I had met since I entered the 
building greeted me cordially, took my hand, and 
led me back to a chair, drew another close to mine 
and listened patiently while I made the object of my 
call known. Then he inquired about the West, 
my home and work in Nebraska, my schooling and 
ambitions in life. He made me feel as though I 
were talking to one of the home folks. He offered 
to ship a set of encyclopedias to my home and give 
me a chance to see what I could do, saying that 
if I could not take orders I might return the books 
to him and need be at no expense. But I said, 
"I have no security to offer you." He looked 
straight into my eyes and said, "O, that will be all 
right. You are honest." I had always thought so, 
but I knew it then. I would have worked my 
finger ends off to have paid for those books. As 
I arose to go, he took my hand and_, placing his 
other hand on my shoulder, walked with me to the 
elevator, invited me to come and see him again 
before I left the city, and bade me a kindly good-by. 
I had met Charles Scribner, and his influence has 
never lost its potency in my life. 

The Crowning Glory 

Christ formed within is the crowning glory of a 
great personality. We may differ in our faiths and 
beliefs, but God in man is the goal of all religions. 



LECTUEE 60 

He who comes short of this goal has failed in the 
most important thing of life. *'What shall it profit 
a man if he shall gain the whole world, and lose 
his own soul?" If we omit for the time all thought 
of a future life and measure success solely by the 
achievements of the present existence, any sane, 
rational view of the subject forces us to the con- 
clusion that righteousness pays, and that Christ 
within is our supreme need. Think how much more 
can be accomplished with all the appetites under 
control, all the forces directed to right thought and 
action, all desires harmonized and focused on worthy 
objects ! What victory ! What achievement ! What 
attainment is possible! No man who looks to the 
highest success should think of living an unregener- 
ate life. 

Permanency belongs only to spiritual realities and 
achievements in harmony with the Divine will. 
Opportunity plus tact, talent, or genius, may give a 
man temporary publicity or honorable prominence, 
but only when these are inspired by love and guided 
by conscience is abiding fame possible. 

No man can rise above the level of his motives. 
Christ formed within makes continual progress pos- 
sible and supplies unceasing impetus to the soul. 
As the power of a stream is fixed by the altitude of 
its source, so the potency of a man's life for good 
is determined by the height of his inspiration. 

You all want the higher virtues. You want to be 
the embodiment of goodness, kindness, sympathy, 
honesty, faith, hope, charity, and unfailing love for 



66 PSYCHOLOGY OF SUCCESS 

God and man. You know that these attributes 
are the crowning glories of character. How shall 
we realize these things; by auto-suggestion or by 
Grace? Why do we not possess them naturally? 
Because the heart of man is perverse, hence from 
it spring base desires, anger, lust, greed, vanity, 
pride, and other forms of selfishness. Moreover, 
this perverseness makes him amenable to evil and 
subject to the influence of the evil one. What we 
need, to get free from these things, is not auto-sug- 
gestion but regeneration. No man can by volition, 
suggestion, or affirmation, change the nature of 
his heart. He may control to a greater or less 
extent its outer manifestations and even its inner 
desires, but the nature remains unchanged and will 
revert to the normal or evil, when freed from 
restraint. Christ received and enthroned in the 
heart cleanses, purifies, quickens and animates with 
a pure, holy love, from which proceeds spontane- 
ously virtue, purity, honesty, joy, peace, goodness, 
charity, health, harmony, and all the higher attri- 
butes of wisdom, strength and power that go to 
form the ideal character. My friends, if you want 
these things, get HIM. Exchange your carnal 
nature for His spiritual nature and your weaknesses 
and vices will disappear and His strength and vir- 
tue will soon appear as the dominant forces of 
your life. 

The Goal Realized 

With the energies strong and active, the will firm 
and positive, the intellect keen and thoughtful, the 



LECTUEE 67 

emotions warm and sympathetic, the spiritual nature 
quickened and vibrant with Divine love, we have 
what we started to build — a strong, winning per- 
sonality. A person so constituted will make oppor- 
tunity, master fate, rule environment, and be a suc- 
cess anywhere. No soul constructed on the plan 
we have outlined was ever a failure. No character 
of such a combination ever went down in defeat. 
No nature wrought in harmony with the Divine will, 
quickened by His Spirit, illumined by His wisdom, 
and warmed by His love, has ever failed to succeed. 
My friends, you have the method. The way, the 
truth, and the life are plain to you. Whether you 
succeed or fail will depend upon you. The meth- 
ods outlined are within the reach of all. They are 
so simple and plain that the most unsophisticated 
can apply them. The achievements indicated are 
possible to all. You can not all be handsome. You 
can not all become brilliant. You can not all become 
wealthy, talented, or leaders of men; but each of 
you can become earnest, energetic, aggressive, affec- 
tionate, pure, faithful, joyful, positive in mind and 
heart; and by expressing these positive virtues win 
out in the battles of life. 

The Art of Relaxing 

Now that you know how to become positive, you 
should also master the art of relaxing. Intense 
activity of either mind or emotion soon exhausts. 
Unless one knows how to become passive, how to 
let go and rest, he will soon wear out. It is easy 



68 PSYCHOLOGY OF SUCCESS 

to relax when you know how. After a day's activ- 
ity, before retiring, remove the outer garments 
and go through a Hght exercise of swinging the 
limbs, twisting the body and flexing the muscles; 
then sponge off to quicken the capillary circulation. 
Go to bed and breathe long, deep, rythmic breaths. 
Fill the lungs slowly as you would a sack, filling the 
bottom first. Empty them from the top. Inbreathe 
Divine Love; exhale the weary self. Continue five 
or ten minutes. Don't think. Just love and relax, 
praise God in your heart, and you will soon fall 
asleep. 

When working, straighten up often, relax and 
take a few long breaths. Cultivate the conscious- 
ness of His abiding peace. Live in His presence. 
He does not worry, irritate or fret. If He is your 
life, then be like Him. Do these things not in your 
own strength, but by grace. Soon you will be able 
to be positive or passive at will. If you are of an 
active temperament, you should relax often and use 
no more force than is necessary. 

For What Purpose? 

Finally, friends, what is it all for? What is the 
purpose of building a strong, positive, noble person- 
ality? Simply to be all that we are capable of being 
would justify the effort. There is no joy like the 
joy of progress. Every day's building brings its 
own reward. Every wholesome activity results in 
happiness. The final goal, when reached, means 
human nature subdued and Divine nature enthroned. 



LECTURE 69 

This alone makes effort worth while. This is suffi- 
cient to repay for every trial. This justifies all 
needed sacrifice and compensates for every effort. 
But greater than all these is the increased power 
for service. Build not for self, but that you may be 
more capable of helping others. Gather strength 
that you may lift. Gather wisdom that you may 
teach. Inbreathe love that you may forgive. Be 
joyful that you may help fill the world with a song 
of joy. Seek Christ and His holiness, not alone 
for your own salvation, but that you may become 
His instrument in the salvation of others. Think 
not to climb the golden stairs, receive a harp and 
wear a crown, while others, shackled by desire, are 
to the wheel of karma bound; but filled with grace 
and love Divine, get 'neath the crosses of man- 
kind, then lift and cheer, and cheer and lift, till 
every soul receives the gift. 

Right where you are is the place to grow. The 
folks you live with are the ones to make happy. 
The lives you come in contact with are the ones to 
help. Just radiate love, truth, enthusiasm, and the 
spirit of optimism. Just do the little things that 
express kindness and good will, that encourage 
effort, that recognize merit, that make life sweeter 
and victory surer for others. You don't have to 
be identified with some great movement to build a 
great personality or accomplish great things. Ask 
for grace to do your best right where you are. 
As your soul expands, greater opportunities will 
come to you. Render the largest service you can 



70 PSYCHOLOGY OF SUCCESS 

in some worthy vocation. Remember that the 
secret of all growth is to renounce the self, enthrone 
Divine Love, and live to serve. This is the way of 
attainment. 

The Heroes of Tomorrow 

A theatre was packed with an admiring audience. 
Behind the footlights was an all-star company. One 
was admired for her beauty of form, grace and 
poetry of motion; another for her voice and power 
of expression; another for her costume and jewels; 
another for his interpretations of character; another 
for his clever wit and bearing. Suddenly, there 
was a cry of "Fire!" The audience was panic 
stricken. In two minutes the main entrance was 
packed with struggling humanity, shouting, scream- 
ing, crushing, dying. The company, having found 
a side exit, some of them turned rescuers, and, 
rushing into the boxes and parquet circle, dragged 
the suffocating, panic stricken ones to the open 
door. When all was over, those who had rescued 
the largest number were the stars of the company. 

Friends, this world is a great theatre. On the 
stage are the heroes of war, the captains of indus- 
try, the generals of state-craft, and the celebrities 
of art, literature, and science. Each of you aspires 
to be like some one of them. He is your ideal of 
success. He may be worthy of your aspirations 
and imitations ; but listen : The theatre of humanity 
is on fire! Millions are starving. Millions more 
are being robbed of their earnings to support a few 



LECTUEE 71 

in selfish luxury. Ignorance, vice, and pbverty 
are the lot of many. Drunkenness reels across the 
land. Virtue is being sold on a thousand auction 
blocks. Children are being damned into the world 
through the sins of their parents. Social disease is 
claiming its thousands. Want and misery, sickness 
and suffering, heartaches and disappointments are 
everywhere. Homicide and suicide, crime and 
insanity, epilepsy and feeble-mindedness are on the 
increase. Hell is burning. Humanity is suffocating 
in the theatre of desire. The flames of vanity, 
greed, and passion lap their fiendish forms around 
helpless mortals. Souls in despair cry for deliver- 
ance. Christ is the door of escape. Love pleads 
for helping hands. Today is your opportunity. 
Throw aside your personal pleasure. Away with 
selfish ambitions! Prepare for service. Help solve 
the problem of human happiness. The heroes and 
the heroines of tomorrow will be the men and 
women who have rescued the greatest number and 
rendered the largest service. 

Four Views of Shasta 

Before going home, come with me for a short 
trip on the Southern Pacific and get four views of 
Mt. Shasta that will serve to fix in your minds an 
ideal of four epochs in life. It is a perfect day. We 
are speeding through vast orchards and vineyards 
loaded with luscious fruits, crimson, purple and 
golden. The pure ozonic air, pungent with the 
fragrance of blossoms and breath of flowers, lures 



72 PSYCHOLOGY OF SUCCESS 

the senses into reveries of the days when love and 
innocence walked side by side and knew not time 
nor care. Lying to the far north is a bluish-green 
forest covered with snow, sprinkled with frost 
crystals. In the bright sunlight every crystal 
becomes a diamond; every snow-clad pine a bur- 
nished steeple or glittering shaft. A soft, fleecy 
cloud, like a silken veil, wrought into graceful folds, 
drapes the brow of the forest. Above the veil 
Shasta, the beautiful, lifts her queenly form high 
into the heavens, touching the blue-arched dome 
with her pearly crown. A great white prayer 
uplifted to God! A majestic monument that the 
frost king erected over the dead volcano which 
centuries ago built for us the splendid state of 
California, filled its valleys with fertile soil and 
its mountains with cherished gold. 

Before we get our second view we shall have 
a long journey up the Sacramento River, which is 
beautiful beyond description and as full of moods 
as a spoiled child. Now it frolics amid great 
boulders or dances with glee over broken rapids; 
now it pouts amid debris or sulks behind giant 
trees. Now it plunges over great falls and roars 
like a Niagara; now it sleeps above a dam, quiet 
and peaceful as an inland lake lost in a forest, re- 
flecting the beauty of the mountain foliage by day 
and mirroring the stars of heaven by night. As we 
approach Shasta Springs, looking from the East 
side of the car we get our first glimpse of Bridal 
Veil Falls. A thin sheet of crystal water trans- 



LECTUEE 73 

parent as ether pours from a high ledge. As we 
stop a soft zephyr from the South catches the 
gHstening veil and wreathes it into festoons and 
bouquets of gorgeous beauty; then breaks it into 
millions of jewels that rise like a spray of diamonds, 
in which a rainbow wreath forms over the brow of 
the cliff. Bubbling from the rocks is the great 
Shasta Spring. Now watch the passengers, cups 
in hand, hurry and scurry o'er the golden sand, each 
one eager on this day to dip his cup in the sparkling 
spray. Drink ! Drink ! Dame Nature proudly sings, 
glad welcome all to Shasta Springs ! 

After winding our way through mountain 
gorges, grand, awful, and sublime, we reach the 
pass where we get our second view. It is evening. 
The sun, like a great red coal, is fast disappearing 
in the fogs of the Pacific, leaving a flaming sky 
flecked with rose-tinted clouds. Looking to the 
East, we see a dark green forest half shrouded in 
purple mist. Above this is a stretch of scarlet and 
crimson which fades into orange and this to pale 
gold ; while the crystal peak, still catching the direct 
rays of the setting sun, sparkles like a great dia- 
mond. See Queen Shasta on her emerald throne, 
robed in the gorgeous splendor of royalty, wearing 
a crown of gold, its scintillating diamond crest 
flashing a fond good-night across the Pacific to the 
retiring King of Day. 

At ten o'clock at night, looking far to the South, 
we see the dull grey form of the mountain cold 
and lifeless. The moon rises. Floating clouds cause 



74 PSYCHOLOGY OF SUCCESS 

deep snadows to creep like phantom fiends about 
the ashy form. A rift in the clouds and the moon- 
light falls softly on the snowy summit, revealing 
the pallor of death. The sentinel of night moves 
on. Once more the shroud is drawn. Darkness 
buries the dead — it is midnight on Shasta. 

At four in the morning, looking out from the 
South side of the train, we see what at first seems 
to be a great red star. Now, it is too large for 
a star. It becomes triangular in form. The color 
brightens. The form grows larger. It is the apex 
of Shasta catching the dawning light. Slowly the 
color creeps down the mountain side until it is all 
aglow with crimson, pink, and gold. Now the first 
direct rays from across the Rockies touch the sum- 
mit and cause it to flame and sparkle like a thousand 
arc lights. Once more the jewel-crowned queen is 
flashing a mornmg greeting to her king. Now hear 
her morning song: 

Awake, ye rocks and hills; awake, ye lakes and rills; 

Awake, ye mighty deep, and let your white caps leap 

Over the rock-bound shore. Send forth your sparkling spray, 

All hail! the King of Day! He's coming in his glory. 

Arise ye swelling tide, proclaim it far and wide, 

'Till all the mountain side is vibrant with the story. 

Shasta, the sun's fair bride; Shasta, the Gold State's pride, 

Queen Shasta in the morning. 

Friends : In the golden morning of youth, when 
vigorous emotions and life's activities bind you to 
earth, keep your heart warm and true, your head 
above the clouds of doubt and dishonor, your soul 
pure and grace-filled, that, like the "great white 



LECTUEB 75 

prayer," you may ever live above the plane of sense 
desire, in the splendor of the Spirit, conscious of 
your oneness with the Infinite. The trip up the 
river will serve to guide you in climbing the heights. 
If you would reach the summit, follow the path of 
the Master, which runs close beside the River of 
Life. Drink often from the Fountain of Love that 
you may be refreshed on your journey and find 
joy in service to others. The sunset scene symbol- 
izes the crowning glory of a well spent life in which 
energy and ambition, mind and conscience, love and 
hope, have been wrought into a strong, noble char- 
acter — a personality that has been guided by grace, 
purified by suffering, strengthened through service, 
sweetened by charity, and crowned by faith. Scene 
three typifies the sleep of peace that intervenes be- 
tween the twilight of time and the dawn of eternity. 
Scene four is the symbol of the resurrection morn- 
ing when the Son of Righteousness shall come in 
His glory to touch the quick and the dead. This is 
the test of life's activities. This is the hour when 
character has its victory. This is the day when 
love and service see their reward. This is the 
measure of every soul's success. God grant that 
on that eventful morning the Master shall find each 
of you regenerate, ^race-filled, and faith-crowned, 
needing only the touch of His infinite love to clothe 
you with immortality. 



PART II. 



CHAPTER I. 
PERSONAL AIDS TO SUCCESS. 

In the foregoing lecture, methods were given for 
building a winning personahty. In this and sub- 
sequent chapters we shall consider briefly some 
personal aids to success, the choice of pursuits, busi- 
ness, advertising, salesmanship, the professions, get- 
ting and keeping a position, and how to employ one's 
talents to the best advantage. It will be necessary to 
confine ourselves for the most part to general rules 
which, to make practical, must be modified and 
adapted to the requirements of the individual. 

Physical Culture 

As the first personal aid to success, we will con- 
sider briefly the subjects of physical culture, health, 
and hygiene. No man can do his best without a 
strong, healthy body. A few minutes devoted to 
physical culture each day will greatly increase the 
vitality and the working power of the average busi- 
ness and professional man. No set of rules of 
hygiene and physical culture will meet the require- 
ments of every one, any more than a certain cut of 
clothing will fit every body; but the following 
exercises, if practiced daily, will be found helpful : 

77 



78 PSYCHOLOGY OF SUCCESS 

General Exercises 



No apparatus is needed. Time required, 10 to 20 minutes. 
Bepeat each exercise 5 to 15 times before proceeding with the 
next. Throw all your mind and strength into the muscles in 
action, keeping them taut and rigid; make them vibrate. Do 
not strain. Finish by relaxing all parts. 

1. Stand erect, heels together, toes at right angles, knees 
apart, thighs rigid, arms extended (fingers and arms rigid), 
bring around front to point of meeting, throw back as far as 
possible, repeat rapidly. (b) Flex arms up to shoulders. 
(c) Kaise arms above head as high as possible. 

2. Stand as in No. 1, bring shoulders forward, empty lungs, 
lift shoulders, and roll them up and back as far as possible, at 
the sume time filling lungs to greatest capacity, inhaling 
through nose. Eepeat slowly. 

3. Kneel 5 to 10 times on each knee, raising weight of body 
on opposite leg. 

4. Lie on back, arms folded; keeping legs straight, raise 
them up slowly to right angle with body, (b) Eest heels on 
floor, raise body to sitting position. 

5. Lie face down, resting weight on hands and toes, raise 
body by straightening the arms, keep the back stiff. 

6. Sit on floor, legs straight, reach forward, clasp hands 
around right foot, pull with arms, resist with leg, draw foot 
up against body; straighten leg resisting with arms; repeat 
with left leg. 

7. Place ends of thumbs and fingers together back of head, 
push hard so as to make hands and arms rigid, bend forward 
keeping legs straight, bring hands over, and touch the floor 
with fingers; fexhale in going down, inhale to fullest capacity 
in rising. 

8. Stand erect, contract and expand diaphragm and abdo- 
men so as to churn stomach, (b) Swing body over and 
around, reaching down so as to strike each heel with the 
opposite hand. 

9. Stand on toes, crouch down so as to sit on heels, place 
hands on hips, push down hard, same time raise body slowly 
to standing position, then reach up as high as possible on 
tiptoe. 

10. With hands push, pull, and twist the head in all direc- 
tions several times, resisting with the muscles of the neck. 



PEESONAL AIDS TO SUCCESS 79 

Rules of Health and Hygiene 

1. **Keep thyself pure'* — in body and mind — ^"Thy body 
is the temple of the living God, and he that defileth the temple, 
him will God destroy." 

2. Do not make a glutton of yourself, and live to eat, but 
eat to live. Use no more food than is necessary to nourish the 
body. Subsist upon well matured, wholesomely cooked cereals, 
meats, nuts, vegetables, and fruits. Use very little pastry, 
sweets, preserves, condiments, pickles, cheese, sausage, pork, 
liver, lard, unripe fruits, or vegetables. Eat slowly and mas- 
ticate thoroughly. 

3. Do not use narcotics, alcoholic liquors, fermented wine, 
ale, beer, opium, morphine, or tobacco in any form. 

4. Do not use strong tea or coffee, nor impure water — 
internally or externally. Drink copiously of pure water, not 
too much near meal time. Bathe frequently and keep clean. 

5. Do not breathe impure air, neither work nor sleep in 
an unventilated room, nor where the sun never shines. 

6. Do not neglect any of the requirements of the body. 
Be regular in all habits. Keep the feet warm, the head cool, 
the lungs full, the spine straight, and avoid draughts, hot 
rooms, poisonous dusts, and gases. 

7. Do not violate the law of chastity — whether married or 
single — nor dissipate the vital forces by any form of .intem- 
perance. 

8. Do not w^ear more clothing than is necessary. Dress all 
parts evenly and loosely. Suspend all garments from the 
shoulders. 

9. '*Six days shalt thou labor and do all thy work" with 
body and brain, being careful not to overtax any part. Sleep 
abundantly, and rest thoroughly. 

10. Do not worry, find fault, scold, nor give way to fear, 
greed, vanity, anger, hatred, stubbornness, jealousy, passion, 
or lustful desires. Cultivate a mirthful, sunny, trusting, hope- 
ful, peaceful, self-possessed, self-respecting disposition. Keep 
the conscience clear and the heart warm. 



80 PSYCHOLOGY OF SUCCESS 

In the preceding rules I have attempted to give a 
condensed statement of the laws of health and 
hygiene, but feel that some of them should be rein- 
forced by additional comment. Few men fully ap- 
preciate the relation of health and physical vigor to 
energy, mentality, and success. Mr. A. F. Sheldon, 
in the "Science of Successful Salesmanship," says : 
"The man who is endowed with both character and 
health, inspires by his very presence, the trust and 
good will of others. These qualities are sure to be 
visible in his external bearing. His words are 
stamped with sincerity and his actions cheerful and 
energetic. He is more generous, more eloquent, 
more convincing — he is magnetic." 

The Question of Food 

The health, strength, and vigor of the body and 
the mind depend largely upon food and exercise. 
Without food there is nothing with which to build 
muscle or brain. Without exercise there is no build- 
ing. Most persons thrive best on a mixed diet, with 
meat once a day. Much depends upon the coUvSti- 
tution and the habits of life. Those engaged at 
heavy manual labor require more meat and solid 
food than brain workers or those doing light work. 
Most persons eat too much. It is not the amount of 
food taken into the stomach, but the amount di- 
gested and assimiliated, that gives vitality. It 
requires a great expenditure of nervous energy to 
digest a big meal; and quite as many are broken 
down from over-eating as from over-work. Many 



PEESONAL AIDS TO SUCCESS 81 

business and professional men whose work requires 
but litle physical activity, are sluggish and heavy 
from over-eating. When one has taken sufficient 
food to completely nourish the body, it is an outrage 
against nature to take more, and is sure to bring its 
punishment. 

Good Digestion 

To be well nourished and have good digestion, 
one should select such things as agree with him and 
will supply the required nourishment for his con- 
stitution and work. Not more than three or four 
kinds of food should be eaten at any one meal. The 
food should be wholesomely prepared; that is, 
cooked by baking, broiling, steaming, or boiling, but 
never by frying. Each article should be cooked by 
itself. Most complex dishes, composed of a number 
of foods, should be avoided. Their nutritive value 
is injured by being cooked in combination and ren- 
dered more difficult to digest. Foods zvhich if 
mixed on the plate would he unpalatable, are equally 
unacceptable to the stomach even though taken in 
different courses. All foods, whether soft or hard, 
should be eaten slowly — chew, chew, CHEW — until 
the flavor is gone and the food is reduced to a liquid 
in the mouth by being mixed with the saliva. Yes, 
this takes time, and a busy man feels that he must 
bolt his food and rush back to business ; but it is a 
mistake. An extra twenty minutes at the table with 
each meal will add many working hours to the life 
of the average man. 



82 PSYCHOLOGY OF SUCCESS 

Concerning Stimulants 

Alcohol is not a food. Dogs denied all food, 
but supplied with water containing large quantities 
of alcohol, starve to death before those using water 
without alcohol. Stimulants of all kinds, whether 
taken in the form of alcoholic beverages, strong tea 
or coffee, hot sauces or condiments, are to the man 
what the whip is to the horse. They stimulate an 
activity in some part of the system beyond the nor- 
mal or what the existing nerve force and vitality 
warrant, and consequently cause a corresponding 
reaction. The man who takes a **bracer," or lashes 
his brain, nerves, or stomach into activity by some 
irritant or stimulant, is guilty of a most illogical vio- 
lation of natural law. It is like doing business on 
borrowed capital, and paying interest that far ex- 
ceeds the possible returns. Bankruptcy is inevitable. 
If a man has a perverted palate which demands con- 
diments, pastries, stimulants, etc., he should have 
sense and will power enough to recognize this palate 
as his enemy and proceed to bring it into subjection. 
He should select his dietary both in quality and 
quantity, by judgment, and eat for strength and 
vitality until the perverted appetite has become nor- 
mal and contented with plain wholesome food. 

The Use of Water 

Water is the greatest universal solvent known to 
science. Pure soft water and plenty of it, inter- 
nally and externally, will keep the blood pure and 



PEESONAL AIDS TO SUCCESS 83 

the system clean. Impure water is the greatest 
cause of epidemics, and the channel through which 
most disease germs make their way into the body. 
One can not be too careful in selecting and purifying 
water that is to be used internally. Few persons use 
as much water as they should. More of the bene- 
ficial results and wonderful cures wrought by the 
use of mineral waters are due to the quantity of 
water used, rather than to the minerals contained. 
When insufficient water is used, the blood becomes 
thick and impure; the liver and kidneys inactive; 
and the whole system freighted with broken down 
cells and wasted tissues which result in congestions, 
inflammations, and in multiplying of disease germs, 
making sickness all but inevitable. It is not well to 
drink much with the food or for three hours after 
a hearty meal; but between meals and before re- 
tiring, drink, drink, drink freely, from three to five 
pints every twenty- four hours. 

Pure Air 

An abundance of pure air is an indispensable 
requisite to physical strength and mental vigor. 
Deep breathing vivifies the blood and sends it cours- 
ing through the body and brain charged with the 
positive force of life. If the air is impure or has 
been robbed of its life-giving oxygen, it fails to 
charge the blood with dynamic power or free it from 
poisonous gases. Students who attempt to study in 
an unventilated room soon become dull, sleepy, and 
incapable of concentration. Business and profes- 



84 PSYCHOLOGY OF SUCCESS 

sional men frequently accustom themselves to work- 
ing in un ventilated rooms and thereby restrict their 
power. Indigestion, irritability, mental inefficiency, 
and even nervous prostration, are frequent sequences 
of imperfect oxygenation. The Sunday headache 
which prevents so many good people from attending 
church, is often the result of the additional Sunday 
morning nap in an unventilated bedroom. 

Health and Posture 

The habitual position of the body has much to do 
with health and vitality. If the shoulders are 
drooped and the spine bent, the flow of nerve force 
from the spinal cord is inhibited. This is a most 
frequent, yet unsuspected cause, of indigestion, con- 
stipation, kidney disease, consumption, asthma, 
brain-fag, and nervous prostration. By standing 
and sitting erectly, keeping the spine straight, and 
lifting the vital organs so as to free the stomach 
and the liver, all vital functions are carried on with- 
out restriction or congestion. Within recent years 
many persons have been cured from one or more 
of the above-mentioned difficulties by simply habit- 
ually assuming an erect carriage. If we add to this 
deep breathing, with abundance of pure water, pure 
food, appropriate exercise, and a sufficient amount 
of sleep and rest, we have all the physical require- 
ments for perfect health, strength, and power of 
endurance; also a guarantee against epidemics and 
ordinary diseases, and, barring accidents, assurance 
of a long life. 



PERSONAL AIDS TO SUCCESS 85 

Mind Influences 

All mental and emotional states are registered in 
the physical organism. Recent experiments prove 
that all positive thoughts become suggestions to the 
subjective mind and alter the functional activity of 
the vital organs by influencing their motor centers 
in the brain. Thoughts that are hopeful, cheerful, 
optimistic, expectant, aggressive, and victorious are 
vitalizing, strengthening, and invigorating; while 
thoughts of an opposite character exert an opposite 
influence. Again, it has been demonstrated that all 
emotional changes alter the chemistry of the blood 
and all the fluids of the body; and through the 
sympathetic nerve system, affect the vital functions 
even more than thoughts. All positive, wholesome 
emotions such as joy, love, peace, reverence, etc., 
are harmonizing and health giving; while the nega- 
tive emotions of hate, anger, greed, lust, grief, fear, 
worry, etc., are discordant and devitalizing. When 
persisted in they chemicalize in poisons and are a 
frequent cause of disease. Even where overwork, 
exposure, malaria, bacteria, or some other things or 
conditions are the immediate cause of sickness, 
wrong thoughts or wrong emotions are often the 
primal cause. They have thrown the system out of 
harmony. They have deranged the nerve forces. 
They have filled the blood with poisons and thereby 
prepared the way for the besieging army of bacteria. 

In the presence of the foregoing facts — and they 
are only a hint at the marvelous influence of the 
mind over the body — it seems almost superfluous 



86 PSYCHOLOGY OF SUCCESS 

to urge the man who would make the most of life 
to put his mental house in order. It pays to keep 
sweet and serene. Goodness is invigorating. Pure 
emotions are strengthening. A man can not afford 
to lose his temper because something has gone 
wrong or someone has beat him out of a few 
dollars. Why add to the loss by injuring self? 
Worry is a very expensive indulgence ; only the idle 
autocrat or those who do not care to make a success 
in life, can afford it. Anger produces indigestion, 
and dyspepsia is the father of all ills, the producer 
of melancholy, the forerunner of defeat; who then 
can afford to get angry ? 

Conserve the Forces 

Vitality is a limited quantity; some have much 
more than others, but every man's capacity for work 
is measured by his daily supply of vital force. If 
he wastes vitality in any way, he cuts down his 
working power just that much. Few men fully 
appreciate this fact in its relation to success. Most 
of us use far more nerve force in the unessentials of 
life than is necessary. We eat unwholesome food, 
or more than is needed, and waste our vitality in 
digesting and eliminating. We talk much more 
than is needed and thereby deplete the brain cells. 
We plan and scheme, think, study and worry over 
things that do not require our attention, and exhaust 
nerve force enough to do half a day's business. We 
refunction past experiences and apprehend dif^cul- 
ties over and over, thereby multiplying brain work. 



PERSONAL AIDS TO SUCCESS 87 

What is far worse than all these, we chemicalize 
our forces through sensuous desires and waste our 
substance in gratifying them. It is a safe estimate 
to say that the average man wastes from a third to 
a half of his daily income of vitality. In other 
words, if all the forces generated in the body were 
properly conserved and wisely directed into appro- 
priate activities, the average man's working power 
would he increased from a third to a half. 

Personal Habits 

We Americans are born freemen and we do not 
like to have anybody dictate our personal habits. 
We believe in independence and are just selfish 
enough to claim the right to do as we please. Great 
spirit this ! It is a mighty force in the development 
of individuality in the American character ; but there 
is another side to it. If we please to do what dis- 
pleases others, we limit our opportunities. It is 
personality that relates us to others, and if one's 
personality is marred by objectionable habits his 
chances are restricted. The drink habit is out of 
the question. No man who uses intoxicants is fit to 
hold a responsible position, nor is he a safe man for 
promotion. But we need not dwell upon this point. 
Up-to-date business methods are fast solving the 
drink problem. Within a few years the man who 
drinks will be out of a job. Let the man that 
aspires to success take warning and choose between 
drink and opportunity. He cannot have both. 

But there are minor habits that are objectionable. 



88 PSYCHOLOGY OF SUCCESS 

such as carelessness in personal appearance, lack 
of cleanliness, discourtesy, boorishness, vulgarity, 
slovenliness, or habitual hawking and spitting, etc. 
These are little things and belong to one's personal 
rights, yet they are things that make one offensive, 
that destroy the attractiveness of personality and 
thereby restrict one's opportunities both socially and 
commercially. Wise is the young person who takes 
a real pride in personal appearance, cleanliness, good 
taste, refined manners, and pure morals. Often a 
young man searches long and diligently for a desir- 
able position, when the real cause of failure is some 
little personal defect, mannerism, or condition that 
might easily be changed. Even the old experienced 
artisan, or business or professional man, is not im- 
mune from the effects of these things. The care- 
less, slovenly mechanic with offensive mannerisms is 
employed only when men are scarce and work is 
plentiful. To the business and the professional 
man, an attractive, clean, winning personality is 
stock in trade. It is cash on the right side of the 
book. It means growth in the confidence and re- 
spect of the public. It means the power to draw and 
influence others. It is so valuable that no aspiring 
business or professional man can afford to neglect it. 

Tobacco 

Now let us be sane and fair. A good Havana 
after dinner has a deal of satisfaction in it for those 
accustomed to its use. The comfort of smoking is 



PEESONAL AIDS TO SUCCESS 89 

not the least of the toiler's luxuries. The soothing 
effect of the narcotic is thought by many men to be 
conducive to clearer thinking, better work, sleep, 
and rest. It is just possible there is truth in all 
this and that much more might be said in favor of 
the weed. Certainly, many of the world's most 
successful business and professional men use it. 
But what are its effects? What are its influences 
for and against success? Remember, we measure 
success not alone by the money made, the work 
done, the popularity gained, or even the service 
rendered; but also by the soul growth attained, the 
influence exerted over others, the character built, 
and the spiritual consciousness realized. In meas- 
uring the effects of tobacco, we should keep this 
ideal of success in mind; for if its use shall be 
restrictive to any of these, then it is the opponent 
of success. 

Significant Facts 

Nicotine is a deadly poison. Two or three drops 
placed on the tongue of a dog will cause death. 
When used by children and youths it stunts their 
growth — physical, mental, and moral. An exami- 
nation of one hundred cigarette smokers under the 
age of twelve, found 82 per cent suffering from 
imperfect heart action and other physical derange- 
ments. After two years of total abstinence, all but 
fourteen had outgrown these symptoms. Germany 
found it necessary to prohibit the use of tobacco 
by youths in order to maintain the physical standard 



90 PSYCHOLOGY OF SUCCESS 

of its army. Its use was prohibited at Annapolis 
and West Point because of its injurious effects 
upon cadets. The Governor of Mississippi recently- 
prohibited the use of tobacco at the state university, 
holding it to be a waste of the people's money to 
attempt to educate men who use it. In Yale Col- 
lege, students are divided into three grades accord- 
ing to scholarship. In the first grade, 25 per cent 
use the weed; in. the second, 41 per cent; in the 
third, 82 per cent. The history of American col- 
leges for fifty years shows that no user of the weed 
has taken first honors. 

Nicotine poisoning is one of the chief causes of 
insanity and feeble-mindedness. We have no rec- 
ord of anyone insane from this cause having been 
cured. Delirium tremens is a result of alcohol and 
nicotine poisons combined, and seldom, if ever, 
occurs in non-tobacco users. Nicotine in the blood 
greatly increases the danger of a surgical operation. 
The children of intemperate users of tobacco, espe- 
cially those who chew, are often puny in infancy 
and generally are physically, mentally, or morally 
inferior to their parents. Tobacco pollutes the 
breath, and makes a man offensive to wife and 
loved ones. It perverts the appetites and tends to 
induce sensuous desires, impure thoughts, and un- 
chastity. It enslaves the will, destroying the sense 
of freedom, self-respect, and independence. It 
inhibits the action of the Spirit, so that few men 
who use it habitually enjoy the consciousness of the 
indwelling Christ. 



PERSONAL AIDS TO SUCCESS 91 

Loafing 

Not much need be said about loafing. The man 
who hopes to succeed has no time for idleness. 
Pool room and street corner recreation spells defeat. 
The loafing class is the dependent class. To become 
a loafer means to become dependent. This is being 
demonstrated in every city and village throughout 
the land. Those who, when off work, waste their 
time, remain employees at low wages; while those 
who study, dig, attend night school, and make good 
use of their off hours, are promoted and become 
employers. A hint to the wise is sufficient. Idle- 
ness is expensive. It begets carelessness and shift- 
lessness. It promotes the formation of bad habits. 
It induces a needless expenditure of money. It 
insures the making of doubtful acquaintances and 
companions. It leads away from opportunity, 
growth, and success. It leads to failure, vice, and 
crime. Loafing is the father of that distinctive, 
degenerate type of our civilization known as the 
tramp. 

Good Habits 

Habit is a law of mind. A habit is formed 
by the repetition of a voluntary act, thought, or 
expression until it becomes involuntary. Whatever 
one learns to do habitually is done easily, spon- 
taneously, regularly, and with the least expenditure 
of nerve force. This law is of great value, not 
only as a means to correct conduct, but as a way to 



92 PSYCHOLOGY OF SUCCESS 

save time and energy. In the highest ideal of 
living, every thing that has to be done repeatedly 
is converted into a habit so that it is done without 
special thought or volition. If we form no fixed 
habits to help us, then every act requires special 
attention. Thus if a man have no definite time to 
wind his watch, he is burdened with the necessity 
to think of it every twenty- four hours and carries 
the care lest he should forget it. But if he habit- 
uates himself to winding his watch when he lays 
off his vest at night — or what is better for the 
watch, when he puts on his vest in the morning — he 
will soon come to do it involuntarily and is thereby 
relieved of all care and burden of thinking about it. 
This simple illustration reveals a source of power, 
a way of attainment, and a method of doing that is 
of great practical value. By simply repeatedly 
doing, saying, or thinking in a certain way or at a 
fixed time, we form a habit, so that the subjective 
mind will henceforth attend to the matter for us 
without objective effort. In this way all the func- 
tions of the body, that are subject to volition, may 
be regulated. The habit of eating at regular inter- 
vals will soon cause hunger to appear at these times. 
The habit of deep breathing makes perfect respira- 
tion involuntary. The habit of correct position 
impels the muscles to assume the proper tension 
without thought or volition. The habit of retiring 
at a certain time and going to sleep immediately, 
makes rest and sleep easy; whereas if one have no 
fixed bodily habits, one or more of the functions are 



PERSONAL AIDS TO SUCCESS 93 

usually imperfectly performed, which eventually 
must result in ill health. 

Habit and Conduct 

In like manner, one may readily form the mental 
habits of being agreeable, polite, pure of speech, 
punctual, careful, and thoughtful for the comfort 
and welfare of others. Virtually all the elements 
of success and the traits that make one acceptable, 
desirable, and helpful to others, may be reduced to 
habit, so that they become second nature. When 
ideals and traits are thus wrought into the life, 
they are no longer artificial things put on for 
the occasion, but living realities enriching the 
personality. 

Habit is a mighty force in determining conduct, 
a bulwark of defence in the hour of temptation. If 
one have no fixed habit of decision between right 
and wrong, but wait to weigh each ethical problem 
as it appears, his conduct will be variable. The 
psychology of everyone fluctuates. Some days we 
are on the mountain top where the sun shines 
brightly and the vision of right and duty is clear. 
At other times we are in the valley and the clouds 
hang low. Now, if we have formed the habit of 
deciding on the side of right, and acting without 
further consideration, this habit, like the momentum 
in the flywheel, carries us over the hard places, 
keeps us in line with conscience, and enables us to 
be true to our ideals even when they are obscured 
by the clouds of discouragement. 



94 PSYCHOLOGY OF SUCCESS 

The same law applies to hope, buoyancy, opti- 
mism, and enthusiasm. These most desirable quali- 
ties may be made habitual, so that they dominate 
the stream of consciousness and shut out the 
negative emotions of fear, worry, irritability, the 
tendency to find fault, etc. By this means we not 
only acquire the elements that make for health and 
happiness, but we overcome evil with good, 
shadow with sunshine, and discouragement with 
encouragement. 

Habit and Character 

All good habits are character builders. They are 
positive forces, that ever push onward and upward. 
They make easy the doing of the right thing at the 
right time. The man dominated by right habits 
has the momentum of character that sustains in the 
hour of temptation. His goodness is aggressive 
goodness, his virtue positive virtue, his brain paths 
and nerve centers built for right conduct; his 
switches are all locked and he is going through on 
the main track no matter what others say or do. 
When others are discouraged he is optimistic. 
When others are faint-hearted and wavering he is 
strong, full of faith and faith-full. When others 
are tempestuous he is serene. In the industrial, the 
social, or the religious world, the man that has 
formed right habits is the man of power, of victory 
and success. 

Adaptability 

Adaptability and conformativeness are the natu- 
ral counterbalance of fixed habits, and should there- 



PEESONAL AIDS TO SUCCESS 95 

fore be considered in this connection. We live in 
the midst of ever changing conditions. The require- 
ments of today are different from those of yester- 
day. If we would succeed, we must change our 
methods and ways of life and accommodate our- 
selves to new conditions. The man who lacks 
adaptability loses many good opportunities; the 
woman who is not conformative is seldom com- 
panionable. To be up-to-date, we continually have 
to put off the old and put on the new. But amid 
all these necessary changes, the habits that make 
for thrift, progress, and character need not be 
altered. 

Order and System 

"Order is heaven's first law" — without it the uni- 
verse would soon be reduced to chaos. Without 
order and system, there is continual waste of time, 
energy, and effort. The drift of every department 
of the business and industrial world of today is 
toward system and method. Any man who expects 
to succeed must fall in line. There are thousands 
constantly overworked in every vocation and calling 
in life, simply because they have no order or system. 
They work hard to accomplish little. They have no 
regular place for anything, and nothing in its place ; 
no fixed time for doing things, and no time to do 
anything; no definite method of achievement, and 
nothing definite achieved. Dr. Gunsaulus has well 
said, "Method is greater than goal." 

The absence of order and system is a great handi- 



90 PSYCHOLOGY OF SUCCESS 

cap to progress in any department of work or 
achievement; but this is not its greatest evil. The 
habit of working without a plan, or definite method, 
leads to indefinite or chaotic thinking and variable- 
ness of character. This means a waste of nerve 
force, of time, of opportunity; a life of mental and 
volitional activities that begins much, finishes little, 
and results in failure. One of the quickest and most 
effective ways of cultivating mental order and sys- 
tem, strengthening the mind and developing the 
character is to put order, system, and method into 
whatever one is doing. By expressing these quali- 
ties in the objective life, they soon become fixed 
attributes of the subjective nature. 

Taking Pains 

"Genius is largely the capacity for taking pains." 
Willingness and ability to take pains is a mark of 
skill. The novice or the careless workman may do 
a thing quickly, but it is worthless. The skilled 
artist or artisan takes time and pains to work out 
every detail, finishing all with the highest degree of 
perfection possible, and his product is worth some- 
thing. There is much truth in the old saying, 
"What is worth doing, is worth doing well." 
He that does his best must live in every detail of 
his work. Success crowns the faithful worker, not 
the shirker. It is easy to do things in a half-hearted 
way. The untrained mind is careless. He that has 
formed the habit of taking pains with himself, his 
dress, his manners, his speech, and his work, has 



PERSONAL AIDS TO SUCCESS 97, 

found the way of progress. In a busy life, one may 
find it necessary to slight comparatively unimpor- 
tant details; but all that aspire to high attainment 
in any vocation or profession, must master the art 
of taking pains. 

Economy anH Progress 

Economy and progress are vitally related one to 
the other. A dollar saved is worth two earned. If 
one would get ahead and make the most of life, he 
must learn to economize in the expenditure of 
money, time, energy, and mind force. All of these 
are elements of wealth. To waste any of them 
means to impoverish the self just that much. It is 
easy to form the habit of keeping a strict 
account of expenses, of denying one^s self unneces- 
sary indulgences, and of getting along socially with 
little outlay of money. It is painful to have to be 
so economical as to seem penurious to friends; but 
if one select the right sort of friends, reasonable 
economy commands respect. If one be temperate 
in his habits and simple in his tastes he may accumu- 
late a small fortune by simply saving what the aver- 
age man spends on tobacco and other indulgences. 

Time is money. Time is talent. Time is oppor- 
tunity. The school of the idle moment is open to 
every man who wants an education. Incompetency 
is largely the result of idleness. The man who 
makes good use of his time, soon becomes qualified 
to do something worth while. Few have learned 
to economize time in their work. By the application 



98 PSYCHOLOGY OF SUCCESS 

of order and system, by doing the right thing at the 
right time in the right way, by keeping tab on the 
passing moments, one rbay economize in time and 
accomplish much more in a day. Moreover, by this 
same method there is a saving in the expenditure 
of energy and mind-force. When things are out of 
order and out of time, there are necessarily seasons 
of worry and hurry, which are far more exhausting 
than hard work. When working on time, with 
proper order and system, it is necessary to think of 
a thing but once; but if behind time, or working 
without system, things are thrashed over and over 
in the mind, thereby wasting mind- force and energy. 

Promptness and Punctuality 

The habit of promptness is a valuable one. The 
punctual business man gets the trade. However 
shiftless one may be in his personal habits, he likes 
to deal with those who are prompt. He wants his 
work done on time. He is quick to discount the 
man that fails to fulfill his contract. To be honest 
one must be punctual. To make an appointment 
and fail to keep it, soon destroys confidence. It 
pays to be exact. Those who are least so greatly 
admire exactness in others. One may catch a train 
by arriving at the station three minutes late, but the 
chances are he will miss it. The same applies to 
opportunities. If we study closely the lives of suc- 
cessful men, it is surprising to see how many times 
good fortune has come their way as a result of 
their being on time, prompt, or exact in keeping an 



PEESONAL AIDS TO SUCCESS 99 

appointment. A good way to cultivate the habit of 
promptness is to systematize the day's work, esti- 
mate the time necessary for each part, then go 
through on schedule time. By having an allotted 
time for eating, exercise, bathing, going to bed and 
getting up, and practicing punctuality in keeping 
these times daily one may quickly acquire the habit 
of exactness and promptness, and thereby greatly 
increase his value to the industrial world. 

Cheerfulness and Good Humor 

Everybody likes to associate with those who are 
cheerful, hopeful, and good-humored. The happy, 
genial manner wins favor. Good cheer impels con- 
fidence. A smile removes obstacles, overcomes ob- 
jections, and opens the way for communication. 
Nobody likes a *^grouch." Frowns repel. The 
whiner and the fault-finder are a nuisance. They 
may be endured but they are never preferred. Most 
folks have trouble enough of their own without 
listening to the complaints of others. Sympathy is 
expensive and if one is constantly compelled to give 
it, he is soon exhausted. Gloom and discourage- 
ment spell distrust and defeat. Optimism spells 
OPULENCE. Cheer and good nature are gilt-edged 
assets, grumbling and fault finding are liabilities. It 
is good business to associate with men who are 
solvent. 

The Great Secret 

The great secret in personal attainment is to do 
as well as we know. This seems to be the hardest 



100 PSYCHOLOGY OF SUCCESS 

rule to follow. We know physical culture is helpful, 
yet we neglect it. We know we cannot violate the 
laws of health without suffering the consequences, 
yet we violate them. We know it pays to do right, 
but we are prone to do wrong. We know that the 
law of compensation is unerring, so that every noble 
desire strengthens, every pure emotion or sentiment 
ennobles, every definite thought improves, and every 
ideal realized tends to perfect the character ; yet we 
willingly entertain unworthy desires and emotions, 
think error, and live beneath our privilege. Pitiful, 
isn't it? What opportunities we have lost, what 
failures we have made! How far we have come 
short of doing our best ! Realizing the fact, let us 
turn over a new leaf and henceforth, by His grace, 

DO AS WELL AS WE KNOW. 



CHAPTER 11. 

BUSINESS SUGGESTIONS. 

Selecting a Vocation 

The selection of a right vocation is fundamental 
to success. Few persons can do everything equally 
well. To work with satisfaction, and accomplish 
the most in life, one must work where he employs 
his strongest faculties or exercises his natural 
talents. Men differ by nature in their natural apti- 
tude for mechanics, science, art, letters, business, etc. 
These natural adaptations should always be taken 
into account in the selection of a vocation. By per- 
sistent training, the average man can make a fair 
success in almost any of the ordinary pursuits; but 
if his training is in line with his natural talents, his 
chances for a high order of success are greatly aug- 
mented. The born mechanic, if educated, may be 
developed into the successful architect or engineer; 
but it might require much training to make a busi- 
ness man of him. The boy with natural business 
ability might waste his life if directed into some 
mechanical pursuit. The studious lad may have in 
him the essentials for success in one of the learned 
professions, yet be so deficient in business tact as to 
be a failure if trained for business. 

101 



103 PSYCHOLOGY OF SUCCESS 

Causes of Wrong Selections 

It is very difficult to select in youth the vocation 
for which one has the most natural talent. More- 
over, what seems desirable and even proves satis- 
factory in early life may become very objectionable 
later on. Before considering methods for making 
a right choice, we will notice some of the causes of 
wrong selections. 

Force of circumstances determines the choice of 
most persons. It is not what one would like to do, 
or feels that he could do, but what he must do, 
because of necessities and limited opportunities, that 
determines his choice. This cause puts thousands 
in wrong pursuits, limits their possibilities, arrests 
development, and predestines them to failure or 
mediocrity. The wise, brave soul will not surren- 
der his life to this force. He will not be controlled 
by adverse conditions. He will have an ideal 
worthy of a life effort, and no matter what the 
obstacles encountered, or opposition to be overcome, 
he will persist until he has worked his way out of 
the undesirable vocation, changed circumstances, 
mastered fate, and reached the plane of activities in 
keeping with his natural tastes and talents. 

Premature choice misleads many. The human 
mmd develops after a natural order. An individual 
repeats an abbreviated history of race development. 
Because of this fact, a boy will often take delight 
in, and show much talent for, a vocation that if fol- 
lowed would arrest his growth and be a source of 



BUSINESS SUGGESTIONS 103 

great disappointment later in life. Most frequently 
the youth in whose brain are all the elements essen- 
tial for success in one of the higher professions, or 
the management of great affairs of state, will show 
an aptitude for mechanics, a liking for the farm, or 
some small business pursuit, which he is likely to 
enter, insisting that it is just what he wants to do, 
not realizing his greater possibilities yet unawak- 
ened. To avoid this error, it is well to postpone 
definite decision until the age of twenty-five or even 
later, pursuing meanwhile such courses of study as 
tend to awaken and train the native talents. When 
all the faculties and powers have become active, it is 
usually easy to decide upon the natural bent and 
make a right choice. 

The influence of friends, or those admired, 
betrays many a young person into a wrong choice. 
A young man has a chum that is especially successful 
in some vocation; he is drawn to the same, for 
which perhaps, he has no natural talent. A young 
lady wants to be a stenographer, a milliner, or an 
optician, just because somebody she knows and likes 
is a success in one of these vocations. Watching or 
reading about the lives of successful men, seeing 
their achievements, the youthful aspirant wants to 
be a second Edison, a Carnegie, a Marshall Field, or 
grace some legislative hall; when possibly his talent 
lies in quite another direction, and a life effort to do 
as they have done would mean defeat and failure. 

The wrong advice of well meaning relatives and 
friends is not the least of misguiding influences. 



104 PSYCHOLOGY Or SUCCESS 

The successful man, in love with his work, thinks 
there is nothing like it. His natural advice to the 
young man is, "Do as I have done. I started with- 
out a dollar; my educational advantages were lim- 
ited; and see what I have accomplished. You can 
do the same thing." All of which may be true; 
but the successful man owes his success to a natural 
aptitude for his vocation, that may be wanting in 
the young person he is advising. 

How to Decide Aright 

When one has put away the misleading influences 
indicated in the foregoing propositions, the first step 
toward making a right choice is a thorough, careful, 
self-examination, to discern what are the natural 
tastes, talents, and aptitude for the various voca- 
tions. The following suggestions will aid in making 
such a self-examination : 

(a) Council with a number of mature men and 
women and learn their estimate of your natural 
capacities and aptitude for various vocations. Their 
discussion of the subject, if nothing more, will help 
your self-analysis. 

(b) Discuss with successful mechanics, business 
and professional men the elements that they have 
found necessary for success in their vocations. Also 
the bright and the dark sides, the desirable and the 
undesirable things in connection with their life work. 
This will aid materially, not only in getting a 
right viewpoint of the different vocations, but in 
measuring yourself for a vocation. 



BUSINESS SUGGESTIONS 105 

(c) Carefully analyze yourself and see what 
are your likes and dislikes, natural inclinations, 
aspirations, and ambitions; then go deeper and see 
if you have the energy, the persistency, the intellect, 
and the elements of character necessary for success 
in the vocation to which you aspire. If some ele- 
ments are deficient, they may be improved by train- 
ing ; but consider whether you have the opportunity 
and inclination to take such training. 

(d) Consider carefully the motives that prompt 
your choice. If they are selfish or unworthy, then 
all successes that may follow will eventually prove 
a disappointment. 

(e) Finally, having studied the requirements of 
the various vocations, their advantages and disad- 
vantages, and your own nature, its likes and dis- 
likes and capabilities, choose a vocation that offers 
the largest opportunity for soul growth. Select a 
life work where you can do the most and do it well; 
where you can earn a fair income and do it honestly ; 
where you can provide for a family and the require- 
ments of old age; where you can retain your self- 
respect, independence, and the respect of your fel- 
lows; where you can enjoy the rights of citizenship, 
the comforts of home, and the civil and religious 
influences that develop mind and heart. Beware of 
those vocations and opportunities that promise great 
financial returns, but require the sacrifice of health, 
self-respect, or character. They eventually lead to 
failure. 



106 PSYCHOLOGY OF SUCCESS 

Requirements of Occupations 

Much space would be needed for a detailed 
presentation of the elements necessary for success 
in the several vocations; but I will mention a few 
of the more essential requirements in the principal 
occupations. The farmer or horticulturist needs a 
strong body and vigorous energies, which give in- 
clination to work; close-observing eyes and a prac- 
tical intellect, with sufficient order and system to 
look after details. He must necessarily be economi- 
cal in small matters and be a practical manager. 
The generally accepted idea that most anybody can 
farm is largely erroneous. It takes brains and 
ingenuity as well as muscle, to make a good farmer. 

Artisans need first of all a mechanical turn of 
mind. If one have not a natural aptitude and liking 
for tool using and mechanics, it were unwise to learn 
a trade ; first, because he is not likely to reach a high 
order of skill; and second, because he will come to 
dislike his work and lack the continuity and patience 
essential for good workmanship. The successful 
business man must have an eye for business, a love 
for trade, speculation, and investment and an appre- 
ciation of values; without this commercial instinct, 
it requires much training to insure success. Energy, 
thrift, a practical turn of mind, a natural liking for 
the study of human nature, individuality of charac- 
ter, self-confidence and persistency, the tendency to 
go after a thing and stay with it until it is accom- 
plished, are all essential elements in the successful 
tradesman. 



BUSINESS SUGGESTIONS 107, 

All the professions require a studious nature. 
Not only sufficient intellect to take a college educa- 
tion and the training for a profession is needed; but 
the liking for reading and study is necessary to keep 
the professional man abreast with his profession. 
The physician and surgeon requires good self-con- 
trol, fine mechanical talent, close perceptive powers, 
a critical, analytical turn of mind, a natural intuition 
of human nature, and a good degree of self-confi- 
dence. The electrical and civil engineer require a 
mind similar to that of the physician, plus energy, 
firmness, and executiveness. The lawyer should 
have a strong individuality, with pronounced firm- 
ness, self-esteem, courage, force, and independence; 
also strong intellectual powers, an excellent mem- 
ory, good language, and a judicious, critical mind; 
he should be fond of argument and a persistent stu- 
dent of books, men, and conditions. The educator 
and the minister require energy and enthusiasm, a 
practical intellect, an aptitude for teaching, pro- 
nounced moral sentiments, strong social tendencies, 
and a deep love for humanity and human progress. 

Preparation for Life Work 

Next to a right choice of vocation, the most 
important requirement for success is thorough 
preparation. In this age of close competition, the 
ignorant farmer, the unskilled artisan, and the un- 
trained business man, as well as the half-schooled 
professional man, stand a poor chance. Force of 
circumstances, desire to get started in a life work. 



108 PSYCHOLOGY OF SUCCESS 

dislike for study, lack of energy or persistency, pre- 
vent many from thorough preparation. Experience 
proves that it is better to invest energy, time, talent 
and money in thorough qualification, than to start 
out half equipped. The history of successful edu- 
cators, physicians, lawyers, business men, and the 
winners in all departments of industry, proves that 
in the long run, thorough preparation pays. Natural 
ability, tact, and opportunity may enable the un- 
trained man to do well, or even to take a high 
position among those of his class; but such a one 
thoroughly trained, would become a leader; while 
without these natural talents, neglect of preparation 
insures a failure. 

Educate for Business 

Until recent years but little attention was paid to 
systematic business education. The young business 
aspirant found his way into some counting room, 
shop, store, or business house and began at the 
lower round of the ladder, ignorant and inexperi- 
enced in all the ways of trade, the art of sales- 
manship, and the science of industry. Slowly and 
painfully, and often very expensively to his em- 
ployer, he worked his way up the ladder until 
finally trained in the school of experience. If he 
won out he could hardly tell how. If he failed and 
lost his position, this was attributed to luck, or fate. 
The aspirant to one of the learned professions was 
by force of law and custom compelled to spend 
several years in college, pass an examination and 



BUSINESS SUGGESTIONS 109 

qualify, before he could even begin to practice his 
profession. Now, it is a noteworthy fact that in 
those states requiring most thorough preparation are 
found the highest type of professional men. 

A hint to the wise is sufficient. The young man 
who aspires to a successful business career, should 
qualify as docs his professional brother. In addi- 
tion to a common school education and a business 
college training, he should make a thorough study 
of the department of trade in which he is to work. 
He should analyze his own nature to see wherein 
he is deficient in the elements needed for success. 
He may be lacking in but one point, yet that one 
point may mean defeat. He needs to get down to 
first principles and get a comprehensive view of the 
whole subject, master its every detail, and acquaint 
himself with all the relations of his branch of trade 
to producer and consumer. If a salesman, he should 
study the science of successful salesmanship, learn 
how to present goods in an acceptable manner, meet 
the requirements and peculiarities of customers, and 
adapt his methods to existing circumstances. 

Experimental Training 

Every beginner should work for a time under the 
tutorage of one who has had practical, successful 
experience in the vocation selected. No matter how 
thorough the school training, or what natural talent 
one may have, there is still much to be learned from 
practical experience. If the beginner has the oppor- 
tunity of association with one who has made a sue- 



110 PSYCHOLOGY OF SUCCESS 

cess, it IS easy to absorb much of his experience and 
appropriate his knowledge. The best business men 
of the country today received their training by work- 
ing as employees in some successful house. 

The young dentist, physician, or lawyer, that can 
begin practice as the junior member of a successful 
firm, or under the tutorage of a successful practi- 
tioner, soon acquires the method, the swing and the 
manner of maturity. He is like the understudy to a 
great actor, that acquires in a short time the style, 
poise, gesture, intonation, and mannerism that rep- 
resents years of study and development in the 
master. In like manner, the shortest way to success 
in salesmanship, business, mechanics, art, or in one 
of the professions, is to learn what the books and 
the teachers have to offer, then get in as an under- 
study with a man that is a success, or with a 
firm doing business on sound, scientific business 
principles. 

Specialization and Concentration 

This is the age of the specialist. Concentrated 
forces accomplish most. Scattered efforts, super- 
ficial knowledge, and divided interests are among 
the chief causes of failure. The general practitioner 
in law or medicine is seldom expert in anything. 
This is not an adverse criticism on the general prac- 
titioner, but simply the recognition of the fact that 
the fields of law and medicine are so broad that he 
who attempts to cover all has not the time to be 
thorough in every part. The same is true of engi- 



BUSINESS SUGGESTIONS m 

neering, architecture, mechanics, and especially of 
business. Few men are able to look after a great 
number of varied interests successfully. They will 
either lose financially, or be robbed of comfort and 
health. Even in salesmanship experience proves 
that concentration upon one line — thorough training 
in some specialty — is the surest way to success. Old 
timers frequently do well with side lines; but side 
lines for the beginner scatter his forces and defeat 
his efforts. The men that have sold the most goods 
and have done the most effective work, rendered the 
best service, accomplished the most in life and won 
the highest honors, have been the men that have 
concentrated their energies, time, and talents upon 
some one thing, and stayed with it. Paul said, 
"This one thing I do." That is why he became the 
foremost apostle, the author of Christian theology. 

Persistency and Effort 

The man that lacks persistency, energy, and 
"stick-to-it-ive-ness," seldom makes a success. It 
takes effort, opposition, obstacles, defeats, trials and 
tribulations to develop the elements of mind and 
heart that win out in the battles of life. No man is 
game until he can go down heroically in defeat and 
come up smiling ready for another inning. A state 
agent once employed a young solicitor to take orders 
for books, and sent him to a party who needed a 
copy. The solicitor returned in a few minutes 
saying that the gentleman did not want the book and 



112 PSYCHOLOGY OF SUCCESS 

refused to look at it. The experienced salesman 
said, "Young man, if you are going to sell books, 
you must learn to avoid a refusal and to do business 
over a flat 'No/ 'No' is the invariable answer of 
most people when something new is presented. The 
business of a salesman is to educate his customer so 
as to create an interest in and desire for the goods 
which is stronger than the value placed upon the 
money asked, and thereby change the 'No' into a 
*Yes/ " 

Immediate success comes to but few beginners. 
Many of our captains in trade and our most suc- 
cessful professional men, made little apparent 
progress for months and even years after entering 
upon an independent career. Had they lacked per- 
sistency they would doubtless have given up and 
tried something else which seemed more promising 
or less difficult ; and after trying several things, find- 
ing the vigor and enthusiasm of youth waning, they 
would have compromised with ambition, half sur- 
rendered, and finally finished with defeat. It is cer- 
tainly bad policy to begin where one has no natural 
talent, or to persist where there is little show for 
winning; but the tendency of the age is to demand 
immediate success and to become discouraged or 
dissatisfied if it is not forthcoming. It is well for 
the beginner, in measuring his progress, to consider 
his experience as a large part of his salary, and 
count his success, not so much by the dollars made 
as by the training received, the lessons learned, and 
the capacities developed. These are his future stock 



BUSINESS SUGGESTIONS II3 

in trade. These measure his real worth and largely 
determine his final wealth. 

Finding a Position 

There is a place for every man to work. The 
man that is full of energy and enterprise, who be- 
lieves that all things come to those who wait — pro- 
vided they hustle while they wait — is sure to find a 
situation; but it is not always easy to find the right 
one. The young man looking for work should have 
in mind what he hopes to do and become later on; 
then seek a position that will tend to prepare him 
for this chosen vocation. He should be influenced 
more by the opportunity afforded than by the imme- 
diate salary. A place that pays but little for the 
first few months, if it gives him the right sort of 
training, is preferable to a lucrative position that 
limits development. There are many clerical posi- 
tions which seem very desirable to the young man 
just out of school. They pay a salary of twelve to 
twenty dollars a week. This looks like good money 
for the beginner, and it is; but a glance at the pay 
roll will show that the old-timer, who has done 
faithful service for twenty years, is receiving only a 
fraction more than is offered the beginner. To the 
young man of energy, ambition, and even average 
talent, such positions are undesirable at any price. 

Begin at the Bottom 

If one aspires to go to the top of any business or 
profession, and stay at the top, he must begin at the 



114 PSYCHOLOGY OF SUCCESS 

bottom. Only those that start on the ground floor, 
and work their way up, have an all-around, experi- 
mental knowledge of the business. Moreover, the 
training received in this evolutionary process, is 
worth far more even from a mercenary point of 
view than the extra salary one might earn by being 
permitted to start high up in the business. Again, 
it is unwise to seek promotion faster than one's 
training will justify. A slight increase in salary, a 
little more desirable place, have induced many a 
man to go beyond his experience, thereby paving 
the way for costly mistakes later on. It is like 
dodging the hard lessons in the school-room. The 
dodger usually fails in his final examinations; so 
the man who comes to the front by leaps and bounds 
is seldom able to stay there. 

Keeping a Position 

If one is to hold a good position he must be 
willing to work. He must do more than he is paid 
for. He must take a personal interest in what he 
is doing. He must make the firm's business, his 
business. He must mix brain with muscle and put 
character back of both. The employee that fails 
to do this, makes two failures and possibly three. 
First, he will fail in development and remain 
unqualified for higher and better things. Second, 
he will fail in promotion, for he will have demon- 
strated his unfitness to his employer; and third, in 
as far as his influence goes, he will restrict the 
success of his employer. If a man make the work 



BUSINESS SUGGESTIONS Hg 

in which he is engaged, his work, shoulders its 
responsibiHties and is truly interested, he takes 
pains; he looks after details; he does his best; he is 
not afraid to work overtime; he renders a valuable 
service; and in doing so he becomes competent. 
Sooner or later his competency will command the 
position and the price. 

Begin as an Employee 

It is wise to begin life as an employee. Few 
young men can afford to learn all the details of a 
business or industry at their own expense. One 
would be considered either a criminal or a mad man 
who attempted to practice medicine on a purely 
experimental basis, refusing the knowledge acquired 
by the medical profession for hundreds of years. 
Not less fatal to commercial success are the experi- 
ments of the business novice who starts out for 
himself without the commercial training that comes 
from personal work as an employee. Thousands of 
men go into business every year before they have 
sufficient capital in dollars or experience. Ninety- 
five per cent of such adventures result in failure. 
Until one is a strong swimmer it is best to keep in 
shallow water lest the undertow catch him. 

The Man and the Place 

There are many things to be considered in 
selecting a place. First, one should choose a place 
in keeping with the quality of work that he expects 
to do and where he will meet the class of people 
that he is qualified to serve. A mechanic may be 



116 PSYCHOLOGY OF SUCCESS 

able to do a good day's work in his line where the 
ordinary class of work is expected; but he may lack 
the capacity or liking for work that requires the 
touch of the artist, or the initiative of the inventor. 
Securing a position where these are required he is 
a disappointment to himself and his employer; 
whereas a man having these qualifications, will 
work into a steady position at an increasing salary. 
A salesman may have a natural aptitude for doing 
business with the common run of people, but be 
deficient in the qualities necessary for catering to 
special classes; the same may be true of the profes- 
sional man. Each to do his best, must work in a 
place that is in harmony with his own natural 
tendencies and habits of life. He must serve people 
like himself. 

Second, one should seek employment with a firm 
whose business methods are in keeping with his 
ideals ; otherwise the experience and the training he 
gets are of little value. Many a good business man 
has been spoiled by his early training. He has 
acquired the faulty methods of employers. If one 
expects to win out honestly, he should work for 
those who stick to sound business methods and 
depend upon merit of goods, salesmanship, and 
efficient service for success. 

It is difficult for the average young man to 
discriminate between personal eccentricities, faults, 
and habits, in his employer, and the elements that 
make him a success; yet such discrimination is of 
vital importance. One of the most common and 



BUSINESS SUGGESTIONS 117 

lamentable tendencies of youth and inexperience is 
to acquire the faults of superiors. Wise is the 
business aspirant who can select and appropriate 
the elements of thrift and power of his employer, 
without acquiring his faults. 

If one is to catch fish, he must not only go where 
there is water, but find that portion of the stream 
frequented by fish. So if one is to do business, he 
must select a location easily accessible to his custo- 
mers or patrons. If the business depends upon the 
public generally, rather than upon some special 
class, it is of great importance to locate on a 
thoroughfare where folks will not have to hunt to 
find the place. Experience proves that even where 
there is a great difference in rent between a 
thoroughfare and a side street, the former pays 
better in the long run. A store on a back street, an 
office in an unfrequentel block, or a print shop on an 
alley, is a splendid place for a man to bury his talent, 
waste his time, and make an easy failure. No 
effort is necessary, just wait and it will come to you. 

Partnership in Business 

In this age of large concerns and business com- 
bines, business partnership is almost a necessity. 
Even where one has the brains and the wealth to 
successfully manage and finance a great business, 
it is extremely difficult to get competent, reliable 
help. As soon as an employee becomes a stock- 
holder, he becomes interested in the success of the 
business; he puts his personal influence, character. 



118 PSYCHOLOGY OF SUCCESS 

and thought into his work and thereby greatly 
increases his value to the concern. Most men learn 
by experience that they can do some one part of a 
business better than they can do other parts. A 
successful buyer is often a poor salesman. The 
man who can handle accounts, may have little tact 
in handling customers. The ideal partnership is 
one in which all departments of the business are 
managed by some member of the firm who is by 
nature or training expert in that department. 

Another important factor in the formation of a 
partnership is adaptation between partners. They 
must be harmonious. If either has special peculiar- 
ities or eccentricities, tastes or notions, these should 
be balanced by the other. Personal peculiarities if 
rightly mated, may be of great practical value. 
Thus I recall a firm in which one member was a 
most genial, affable, obliging fellow. He made 
friends, attracted customers, and tried to accom- 
modate everybody. His partner was a nervous, 
irritable, sharp, critical, incredulous character, a 
good accountant, but a man who took a delight in 
saying "No" to a proposed accommodation. They 
did an extensive credit business. The former was 
the salesman. He would make any sort of condi- 
tions to suit a customer, the latter constantly 
demanded "gilt edged" security, close collections, 
and did not hesitate to say "No" where these were 
not forthcoming. By the combination of these 
strangely contradictory characters, a most successful 
firm was formed. Either of these men following 



BUSINESS SUGGESTIONS I19 

his natural tendencies without the influence of the 
other, would have been a failure. 

Matrimony and Success 

Statistics prove that marriage is conducive to 
success. The influence of a domestic life tends to 
develop the elements of mind and heart that make 
for progress. Responsibility brings out strength, 
manhood, courage, and promotes thrift and econ- 
omy. Men that do not marry until late in life 
frequently fail of development or form habits of 
shiftlessness or extravagance. The inspiration born 
of love for wife, children, and home is a mighty 
force in the making of a man, a motive power for 
work, an anchor to the soul. There are as many 
wife-made men as there are self-made men. But as 
right companionship is conducive to success, so a 
wife who is not a mate is a great handicap. The 
man that looks toward success should decide upon 
his pursuit before he selects a wife; then select a 
companion adapted to his station in life and voca- 
tion. If the wife is to be a helpmate, she must be 
fitted by nature and education to enter into her hus- 
band's work. Many a man owes his failure to 
having chosen a wife not adatped to his pursuit; 
but more have failed because they did not take her 
into full confidence, and enlist her sympathetic 
interest in all matters pertaining to their lives. 
Napoleon is not the only defeated general who could 
say, "Had I been true to Josephine it would not 
have been thus.'* 



CHAPTER III. 
SALESMANSHIP AND ADVERTISING. 

Mr. Arthur Frederick Sheldon, president of the 
"School of the Science of Successful Salesmanship" 
defines salesmanship as follows : "Salesmanship is 
the power by which the salesman can persuade 
others to purchase at a profit that which he has to 
sell ; or the art of selling goods for a profit." 

Mr. Sheldon's definition includes three important 
facts, and would make an excellent text for a busi- 
ness sermon. First, you will notice that it is a 
power. Keep this fact in mind ; salesmanship is the 
result of a force in the salesman — an active principle 
capable of influencing others. Of the constituent 
elements of this force more will be said later. 
Second, by this power, the salesman is able to per- 
suade the customer to buy goods at a profit. Here 
is another fine distinction. It is not enough to sell 
goods, they must be sold at a profit. Business 
progress and success depend not upon the volume 
of goods bought and sold but upon the profits in 
the transaction. To merely dispose of goods is not 
necessarily salesmanship. Most any one can trade 

120 



SALESMANSHIP AND ADVERTISINa 121 

a dollar for ninety-eight cents; but successful sales- 
manship means the capacity to trade a dollar for a 
dollar and ten cents. Third, the successful sales- 
man has the power to persuade. Great achievement 
this ! The world's progress in every department — 
industrial, education, and religious — has been made 
largely by those who had the power to persuade 
others to act acording to their wishes or accept their 
ideals. The persuasive salesman is more than an 
order taker. It does not require much power or 
brains to stand behind the counter or at the tele- 
phone with a pencil and tab and take orders; but 
this is not salesmanship. True, this order taking 
may include a profit, but if it does, the selling has 
been previously done by the house, the advertising, 
or by whatever means have persuaded the customer 
to make the purchase ; the order taker did not make 
the sale. 

Successful salesmanship includes another very 
important item; namely, the selling of goods at a 
profit in an honorable way so as to retain the respect 
and patronage of the customer. A sale made by 
misrepresentation spells failure. The reputation of 
the successful firm for honest dealing, for giving 
value received, and for looking after the welfare of 
its customers should be sustained in every trans- 
action. Therefore in addition to persuasive power, 
the successful salesman must have integrity. The 
man who resorts to dishonesty in advertising or to 
misrepresentation in order to sell at a profit, thereby 
acknowledges his inability as a salesman. 



122 PSYCHOLOGY OF SUCCESS 

The Outlook of the Salesman 

The salesman is the man that makes things go. 
He connects producer and consumer. He is the 
link between supply and demand. From a commer- 
cial point of view, he has the biggest job on earth. 
The greatest possibilities lie before him. His 
business cannot be supplanted by science, art, or 
mechanics. The successful salesman is sure of a 
profitable vocation as long as men exchange things 
for profit. His chance for financial returns far 
exceed those from any of the learned professions; 
for salesmanship has to do with all sorts of trans- 
actions and conveyances from penny papers up 
through retail and wholesale business, real estate 
transfers, stocks and bonds, rights and privileges, 
to the diplomacy through which nations convey the 
vast domains of islands and continents. 

Preparation for Salesmanship 

With a true vision of the possibilities of sales- 
manship before him, any aspirant should be willing 
to put effort, time, and money into preparation for 
so promising a vocation. In the lecture on "The 
Psychology of Success" methods were given for 
building a winning personality. Under the head 
of "Educate for Business," the importance of 
thorough mental training in a business as well as a 
professional career was emphasized. In this con- 
nection, there fci-e, it is necessary only to speak more 



SALESMANSHIP AND ADVERTISING 123 

Specifically of the training for salesmanship and of 
the elements essential in the salesman. 

The Born Salesman 

The common saying, that musicians, artists, poets, 
inventors, salesmen, etc. are born, not made, is true ; 
but it is not the whole truth. They are both born 
and made. Native genius must be trained. Talent 
must be developed. The average man has sufficient 
natural business ability to take a business education, 
and with proper training, to become a successful 
salesman. Because men of natural gifts succeed in 
their specialty without training, is no argument 
against the value of training, nor excuse for neglect- 
ing it; neither does it justify the untrained man in 
saying that he cannot do a certain thing. The 
author has a very distinct recollection of a young 
man who, in trying to work his way through school, 
accepted the agency of an anatomical chart which 
was to be sold to school-boards. It was a difficult 
thing to sell because it required the agreement of 
three men, who invariably had to be interested 
separately. After three weeks of desperate effort, 
during which time not one sale was closed, he wrote 
the state agent that he could not sell these charts in 
his locality. The state agent came to his relief, and 
coached him one day. The following day, the 
young man took five orders, and cleared seventy- 
six dollars; which merely indicates the value of 
training. The experience of subscription-book 
houses proves that without coaching nine out of ten 



124 PSYCHOLOGY OF SUCCESS 

of those that undertake to sell books, fail; with 
proper coaching, seven out of ten win. 

The would-be salesman should be as thorough in 
his preparation as the lawyer or the doctor. In 
addition to common school branches, he should have 
a business college training, including a special 
course in salesmanship. It will pay. Experience 
proves that such business training increases a man's 
earning power from twenty to fifty per cent, and in 
many instances, doubles and quadruples a sales- 
man's capacity. The born mechanic turns out 
excellent work without having studied the laws of 
construction; but he employs these laws none the 
less, and is therefore working according to the 
science involved. But these laws reduced to a 
system can be taught and successfully employed by 
those that are not natural mechanics. Now the 
same is true of business. The man with a business 
head, the born salesman, wins without training; 
but he does it in obedience to business principles. 
These principles can be reduced to a system and 
when so reduced become a science, which can be 
learned and applied successfully by the average 
man. 

A comprehensive treatment of the subject of 
salesmanship would fill several volumes, therefore 
we will confine ourselves to the consideration of 
its most important factors, which for convenience 
will be presented under four heads; namely, the 
successful salesman, goods and sales talk, the 
customer, and advertising. 



SALESMANSHIP AND ADVERTISINa 125 

The Successful Salesman 

The successful salesman needs : 
(i) Good health, to give him energy, whole- 
someness, enthusiasm and personal magnetism. 

(2) He should be strictly proper in his dress 
and address. Good clothes, brushed and pressed, 
add much to a salesman's chances. Good address, 
a gentlemanly bearing, an erect carriage, a frank 
expression, an earnest yet genial manner, a cordial 
yet dignified way, add greatly to personal influence. 
They are factors that cost but little, yet weigh 
much in the salesman's favor. 

(3) He should use good language. Language 
is character in expression. Purity of speech de- 
notes purity of thought. Slang and vulgar stories, 
however "pat" or "catchy" for the time, invariably 
discount the salesman in the minds of his customers. 

(4) He should be energetic and enthusiastic. 
There is nothing worth while accomplished in this 
world without enthusiasm. Force, mental activity, 
and intensity of interest in the salesman, tend to 
excite interest in the customer. 

(5) He should be tactful. This requires judg- 
ment, self-control, and a knowledge of human 
nature. The same method of approach will not 
apply to all. Sales-talk must be adapted to meet 
the conditions and the peculiarities of the customer. 

(6) He should be diplomatic and avoid an- 
tagonizing customers by the discussion of subjects 
irrelevant to business. He should not belittle him- 



126 PSYCHOLOGY OP SUCCESS 

self by acquiescing in everything a customer says; 
but avoid arguing about politics, religion, etc. 

(7) He should be sympathetic and responsive. 
One does not have to be cold-hearted or steeled 
against his fellows to do business. Other things 
being equal, the more fully the salesman can come 
into heart to heart relations with his customer, the 
greater are his chances for doing business in a way 
that is profitable to them both. 

(8) He should be fearless, positive, aggressive, 
and persistent ; but never impudent or discourteous. 
Without these quahties, the salesman will .often fail 
to get a hearing, or if he gets a hearing he will fail 
to make an impression. He has to overcome 
inertia, suspicion, caution, economy and all sorts 
of opposing forces. He must do this without 
imposing, or resorting to questionable methods. 

(9) He should be honest in thought, word, and 
purpose. Honesty is power. It gives conviction. 
It gives self-respect and self-confidence. Honesty 
puts life into words, soul into business, and decisive 
influence into salesmanship; it is the basis of that 
silent force that passes from man to man, speaking 
louder than words, influencing more than tones and 
gestures. 

Goods and Sales-Talk 

By "goods" is meant the thing to be sold. Sales- 
talk is the language used in making a sale. A thor- 
ough knowledge of the thing .to be sold is of first 
importance to the salesman. If a manufactured 



SALESMANSHIP AND ADVEETISING 127 

article, he should know all about its history, the 
way it is made, the qualities of materials used, the 
workmanship in its manufacture, its intrinsic value, 
durability, etc. He should know the merits of 
what he is selling as compared to price and quality 
of similar articles of other makes as sold by 
competing houses. 

He should analyze his goods as related to the 
prospective customer. Are they wanted for per- 
sonal use, looks, or durability, necessity or luxury? 
Or are they wanted for sale? If so, do they meet 
the requirements of the trade, and what are their 
selling values, chance for profit, etc. ? 

Without a thorough knowledge of the goods, a 
salesman is not prepared to do his best. He cannot 
make an effective presentation of what he does not 
understand. He cannot meet the objections of his 
customers or show the merits of his goods as com- 
pared with others. This does not mean that he 
must tell all he knows about the goods to every 
customer; but he should be able to answer all ques- 
tions concerning them. One may talk too much 
trying to make a sale, or raise questions in the 
minds of his customers that would not have been 
thought of if not suggested. 

Sales-talk should be brief, concise, and to the 
point. No general rule can be laid down adaptable 
to all sales. No formula will fit all cases; but the 
presentation of an article should include analysis of 
its merits, and comparison with other things of a 
similar character; also its value actual and relative. 



128 PSYCHOLOGY OF SUCCESS 

If a thing is being sold for personal use, its adapt- 
ability and value to the customer should be care- 
fully presented. If being purchased to be re-sold, 
then the analysis should show its merits for this 
purpose and chances for ready sale at a profit. 

Sales-talk should always be instructive rather 
than argumentative; persuasive rather than com- 
pulsory. In the legitimate sale, the customer is not 
tricked into buying something he does not want, 
nor induced to purchase against his will and judg- 
ment. It is the salesman's business to educate his 
customer in the merits of the goods and help him to 
make up his mind aright. Argument may some- 
times be used judiciously in the comparison of 
goods, as to merit, utility, price, etc. ; but even these 
points are more successfully made by the educative 
method. Argument excites antagonism. Oppo- 
sition raises questions, the consideration of which 
is a waste of time and often detrimental to the 
object in view. 

Generally speaking, it is unwise to cut prices to 
close a sale. It raises a question in the mind of the 
customer, both as regards the merits of the goods 
and the fairness of the house. If a customer says 
he can buy cheaper somewhere else, that such a 
house, or salesman, is underselling you, remember 
this is an old bluff. It may be true, but if your 
price is right, the best way to meet the argument 
is to show your customer your order book, or men- 
tion the people to whom you are selling these same 
goods at the price you ask him. Remind him that 



SALESMANSHIP AND ADVERTISING 129 

these customers are careful buyers and know what 
a thing is worth; that if the price and goods were 
not right, they would not purchase them. Again, 
remember that the best customers prefer a one- 
priced house. 

In doing business with busy people, the salesman 
should know exactly what he is going to say before 
he approaches them. He should present his first 
proposition in the most definite, concise language 
possible, aiming to secure attention and excite inter- 
est with his first sentence; then follow this up 
earnestly and logically until he has acquainted his 
customer with the goods, changed indifference into 
desire, and desire into decision to purchase. A 
vague, hazy concept in the mind of the salesman 
as to what he is to say and how he is to say it, makes 
resistance easy. The busy man is positive. No 
indefinite statement is going to make an impression 
upon him. He must be given a suggestion strong 
enough to change the current of his positive think- 
ing, or he will not give the salesman a hearing nor 
accept his argument. 

Sales-talk should begin at a point attractive to 
the customer and proceed in a way to increase 
interest by the logical connection of facts and propo- 
sitions. When a given fact or proposition proves 
of special interest it is well to dwell upon this and 
take the lead from it for further talk. Thus in the 
sale of a suit of clothes : If the customer expresses 
special interest in fit and appearance, but ignores 
durability, this is a cue for the salesman. His cus- 



130 PSYCHOLOGY OF SUCCESS 

tomer wants something that looks well and the 
sales-talk should emphasize fit, style, etc. 

Misrepresentation is never justifiable from a busi- 
ness point of view. The most successful salesman 
and houses put their guarantee back of their goods 
and make good any defect or shortage. Marshall 
Field used to say that a man was a fool to take a 
drink of whisky or tell a lie to make a sale. If a 
sale is made on a contract, every detail of the con- 
tract should be gone over carefully that there may 
be no misunderstanding. Then the contract should 
be filled to the letter, with a little extra thrown in 
for good measure. The council of all successful 
business men is : Never make a promise you cannot 
fulfill. Fulfill your promise to the letter. Better 
lose on an order than to disappoint a customer or 
violate a contract. The man who makes good every 
time will build business. 

The Customer 

The successful salesman must adapt himself to 
the peculiarities and the requirements of his cus- 
tomer. This is a difficult thing to do. It requires 
a keen perception of human nature and the capacity 
to read character at a glance, and such capacity is 
not easily acquired. Some are naturally intuitive 
and without knowing just how, perceive the pecul- 
iarities of people; others have but little of this 
faculty and must learn to discern character from 
external indications. The study of human nature 
through phrenology, physiognomy, temperament, 



SALESMANSHIP AND ADVERTISINa 131 

etc., is helpful ; but experience and personal observa- 
tion in dealing with all classes of people is the great 
teacher. Even this is of little value unless one has 
some system on which to base his observations. 
Then a close-observing eye, a good memory, and a 
putting-things-together head will enable one to 
acquire the faculty of reading character. 

No two customers are exactly alike; to render 
the best service the salesman must adapt his man- 
ners, methods, and talk to each. Some are critical, 
careful, close buyers and must have just what they 
want. They know it when they see it and it is 
unwise to try to instruct them or to attempt to sell 
them what they don't want. Others have no very 
definite idea and need someone to decide for them. 
Here the well-informed, conscientious salesman 
may render a real service by helping them to make 
a choice. Such customers are talkative and com- 
municative. With such, a salesman makes friends 
and sales by entering into their social spirit. Others 
are reticent, conservative, and dignified and any 
levity or familiarity beyond the simple requirements 
of business is resented. 

True politeness is true kindness delicately ex- 
pressed. If a salesman is polite, courteous, and 
obliging to all, and is actuated by right motives and 
a desire to render the best service possible, he will 
have little difficulty in adapting himself to cus- 
tomers of all classes. In the deeper levels of the 
human heart, all people are akin and he who is 
guided by the promptings of his better nature, sel- 



^32 PSYCHOLOGY OF SUCCESS 

dom fails to come into sympathetic relationship with 
others. 

The traveling salesman, even more than the man 
behind the counter, should make a thorough study 
of human nature. He must deal with all sorts of 
business men, most of whom are pronounced char- 
acters with definite ideas about goods, business, 
trade, etc. They usually know, or think they 
know, what they want. They are generally busy 
and burdened with a multitude of cares, which 
makes them difficult of approach, so that it requires 
keen perception of character, tact, and often much 
persistency to get a satisfactory interview. 

Conservative buyers often have to be persuaded 
to put in new lines, to purchase what they would 
not, and to accept larger orders than they are dis- 
posed to give. If the salesman understands his cus- 
tomer and the trade, he is justified in pushing new 
goods and large orders; but it never pays to over- 
stock a customer, nor to sell him what he cannot 
dispose of. The men who make and hold trade 
are loyal to their customers' interests. 

Favoritism in business is bad policy. Two or 
more prices for the same goods are an injustice and 
must eventually prove disastrous. "Murder will 
out." Even those that are favored lose respect and 
confidence. If A knows he is buying cheaper than 
B, he is likely to suspect that he is paying more 
than C. Moreover, even dishonest men have enough 
of innate sense of justice to demand fairness in 
others. One may favor his friends or faithful cus- 



SALESMANSHIP AND ADVERTISING I33 

tomers sufficiently to show his appreciation for 
them without cutting prices in their favor or in any 
way being disloyal to the stranger or the occasional 
customer. The one-priced house that does a 
straightforward business and treats all alike is on 
the average the more successful. 

Advertising 

"Advertising is the life of trade.'* The man or 
firm that does not advertise, fails. But how shall 
one advertise? This is the problem that occupies 
the brains of thousands. The original method of 
advertising was by word of mouth. No substitute 
has ever equaled it. The man who can get up some- 
thing that will make folks talk about what he has to 
sell, has made a hit in advertising. It is not even 
necessary that they boost the thing advertised. 
Talk, any sort of talk, as long as it is not positively 
antagonistic, is helpful. Even adverse criticism is 
not without its advantages, and in many instances 
proves of great commercial value. The book con- 
demned by pulpit and press often has an increased 
sale. The play-house of bad repute is largely 
patronized. Evil flourishes by exposure and sin 
multiplies under condemnation. These facts indi- 
cate that what folks talk about and hear talked 
about, they become interested in and are likely to 
purchase. 

Millions of dollars are wasted annually on adver- 
tising that brings no returns. Much of this waste 
is due to lack of discrimination; but more to lack 



134 PSYCHOLOGY OF SUCCESS 

of concentration. Nowhere is the law of concen- 
tration more essential to results than in advertising. 
A single perception of a thing seldom becomes a 
suggestion. A perception must be repeated several 
times before it will excite interest and enter the 
stream of consciousness with sufficient force to 
decide conduct. Because of this psychological fact, 
advertising, to be effective, must be concentrated and 
repeated. Experience proves that a hundred ad- 
vertising letters, sent to twenty men, under what is 
known as the follow-up system, so that each re- 
ceives five letters, will bring more returns than a 
hundred letters sent to one hundred men. The fol- 
lowing case is to the point : Two young physicians 
patented a medical formula. The merits of the 
medicine were well established in their home town 
so that it had excellent endorsements. It had proved 
its worth, and only needed to be introduced to make 
its owners a fortune. So they gathered together all 
their worldly possessions — about $5,000 — with 
which they presumed to advertise all the state of 
Missouri and a portion of Kansas and Iowa. Re- 
sult, a failure. Defeated, they told their troubles to 
an old patent medicine man, who advised them to 
borrow $5,000 more and spend it all on three coun- 
ties. They did so and thereby laid the foundation 
of a fortune. 

Advertising, to be effective, must go to the people 
that have use for the thing advertised. It requires 
judgment and experience to select the medium that 
will reach the largest number of possible customers. 



SALESMANSHIP AND ADVEETISINa 135 

The only safe way is to watch returns and experi- 
ment cautiously, until a successful medium is found. 

Most folks "believe in signs." The more of 
them, and the more attractively they are written the 
better. The main thing is to catch the attention and 
make an impression. In newspaper advertising one 
catchy display line or word, with the balance in 
smaller type, is worth much more than all of the 
space occupied by type of the same size. Adver- 
tisements should be written in short, terse sentences, 
each sentence containing a fact, and each fact a 
positive suggestion for the prospective customer. 
Signs and newspaper advertisements should be 
changed often ; they lose their effectiveness through 
familiarity. 

There is much in a name. A catchy title to a 
book, magazine, or article of common use is of 
great commercial value. The name of a store or 
company may be suggestive of something that ap- 
peals to the public, becoming a constant advertise- 
ment, like "The Fair," "The Emporium," "The 
Bon-Marche," "The Hub," etc. The selection of 
inappropriate names, especially for stores, hotels, 
and restaurants, brings a reaction that is difficult to 
counteract; so that one cannot be too careful in 
naming a place of business. 

The up-to-date advertiser must be on the alert 
for original ideas and novelties. He must be versa- 
tile. He should know a good thing when he sees 
it and be quick to appropriate it. He should not be 
so original as to fail to appreciate or imitate the 



136 PSYCHOLOGY OF SUCCESS 

methods of others. A method that has proved 
successful in one Hne is worth trying in another. 
It is a mistake to throw away "sl winner" for a new 
or untried method; but every form of advertising 
should be carefully watched and discarded as soon 
as it fails to bring results. 

One of the best methods of advertising for the 
merchant is to show goods other than those a cus- 
tomer came to purchase. People like to look at 
good things, new things, pretty things, the latest 
patterns and designs, new inventions, late improve- 
ments and novelties of all sorts. It is often a real 
kindness to customers to have their attention called 
to these things, and prepares the way for subsequent 
sales. Moreover, this is a very busy world and 
there are many excellent articles of standard brands, 
tried and true, and good customers that fail to 
become acquainted with them merely from the lack 
of an introduction. It is part of a successful sales- 
man's business to bring these together and promote 
demand. 

Soliciting Employment 

Most men seek employment sometime in life. 
Every man looking for work is a salesman. He is 
selling his time and talent. He wants a salary 
equal to his worth; therefore he should prepare to 
present his worth to an employer. He should be 
neat and clean and look the part he hopes to fill. 
He should know what he is looking for and ask 
for that particular thing. If a young man desires 



SALESMANSHIP AND ADVERTISING 13)) 

to Start as an apprentice in some mechanical work, 
or business house, he should state his inexperience 
and willingness to begin at the bottom and work his 
way up. He should say that he is willing to accept 
a small salary until he has proved his worth; then 
as he becomes competent he is sure of promotion 
and increased wages. If one is qualified for the 
class of work he is seeking, he should approach the 
prospective employer with an air of success, frank- 
ness, assurance, self-respect, and enthusiasm. He 
should state frankly his qualifications, previous ex- 
perience, and give such references as will enable 
the employer to form an estimate of his worth. 
This does not mean gush or egotism, boasting or 
bombast, but merely a straightforward presentation 
of what he has to sell. 

A salesman who starts out to sell goods, knows 
the merits of his goods and presents these in an 
effective manner. He puts earnestness and enthu- 
siasm into his work. A man looking for employ- 
ment should do the same thing. Knowing what he 
has to offer, he should thoroughly canvass the 
places where his services might be needed and make 
his application in a business-like way. If he will 
keep up the search with energy and enthusiasm, he 
will soon find a position. A college graduate 
wanted a position as teacher of physics and chem- 
istry. He was thoroughly qualified and had many 
influential friends; but the "pull system" failed to 
secure the coveted position. He was advised to get 
up a neat letterhead, containing a cut of himself, 



138 PSYCHOLOGY OF SUCCESS 

giving the schools he had attended, the degrees 
taken, references, and other quahfications ; also a 
concise letter stating the position wanted and the 
salary expected. One hundred of these letters were 
mailed to schools and colleges. He received forty- 
replies, containing ten offers, four of which were 
acceptable. He had merely presented in a straight- 
forward way what he had to sell and by doing so 
found a buyer. 

Years ago a Nebraska farmer was in need of 
help. Most every day, members of the hobo tribe 
would roost on the fence and talk about work; but 
none were employed. Early one morning a young 
German dressed in clean overalls and wamus, 
turned in at the gate. He came up the lane as 
though he meant business. Stopping in front of 
the door where the farmer was eating his break- 
fast, he said: "Do you vont to hire a virst class 
hand, vot knows how to do all kinds of varm 
vork?" 

"Yes sir"; was the prompt reply. 

"Vot you pay?" 

"Twenty-two dollars a month"; said the farmer. 

"All right, vat I do virst?" He was at work 
within five minutes from the time he came on the 
farm and is today the owner of a large, well 
stocked ranch. 



CHAPTER IV. 
THE PROFESSIONAL MAN. 

A half century ago we had but three learned 
professions, law, medicine, and theology, with 
journalism as a possible fourth. Now we have a 
score or more. Civil engineering, teaching, chem- 
istry, literary work, and other branches of art, 
literature, and science, have been developed and 
differentiated into many distinct professions. Law 
and medicine have been specialized into several 
branches, and new professions are being formed 
every year. The rule is, as soon as any department 
of work is reduced to a science, so that it is teach- 
able to another, and can be scientifically applied, it 
assumes the air of a profession and usually com- 
mands an increased price. Thus, we have the 
professional horse-shoer, tonsorial artist, manicur- 
ist, house-cleaner, etc., who command an extra 
price for their work. There is at least a suggestion 
in the familiar anecdote of the colored man that 
was hired by a neighbor to butcher a hog. Having 
completed his work he sent in a bill for $2.50. The 
neighbor protested, saying that 50c was the estab- 
lished price for butchering a hog; to which the 
colored man replied, "Yes sah, an' 50c is all I am 

139 



140 PSYCHOLOGY OF SUCCESS 

chargin' you for butcherin* dat hog. De extra 
$2.00 am fo' knowin' how." 

Now, while all branches of industry, mechanics, 
art, literature, and even agriculture, are being re- 
duced to definite sciences and thus raised to the 
dignity of a profession, the professions of teaching, 
journalism, engineering, law, medicine, theology, 
etc. will ever form a class quite distinct from the 
others. To succeed in any one of these one should 
have exceptional natural ability for the profession 
chosen. The schools can do much for a man; 
experience and practice will greatly increase his 
ability; but unless there is natural aptitude, he can 
hardly expect to excel. Unless one has the natural 
ability, which when properly schooled will enable 
him to do well, it is unwise to enter a profession 
at all. A second or even a third rate farmer, 
tradesman, or artisan, may get along fairly well; 
but a third rate professional man is a failure to 
himself and a nuisance to the community. A botch 
carpenter is annoying, but a botch dentist or doctor 
is intolerable. Moreover, the poor mechanic may 
find employment where skill is not needed, but 
there is no such place for the professional man. 
If he cannot do well, he virtually can do nothing, 
and his incompetency disqualifies bim for profes- 
sional practice of any sort; therefore the young 
man that contemplates entering a profession, should 
weigh the requirements and his natural qualifica- 
tions very carefully before deciding upon such a 
course. 



THE PROFESSIONAL MAN 141 

For the good of the professions, the protection of 
humanity, and the direction of the young aspirant, 
the following notice should be posted over the door 
of every medical and dental college, law school, and 
theological seminary: 

NOTICE 

Unless you have exceptional natural abil- 
ity — intellect, energy, application, persist- 
ency, CONSCIENCE, AND CHARACTER KEEP 

OUT. 

Professional Schooling 

No professional man can afford to begin his life 
work without thorough schooling in his specialty. 
lYoung America is very eager to get through 
school, become settled in a practice, and make 
money. This tendency is misleading. It seldom 
pays, even from a mercenary point of view. The 
half -qualified man is always at a disadvantage. He 
constantly has to hedge. If conscientious, he must 
refuse to undertake what he knows he lacks the 
knowledge to do well. Moreover, the conscious- 
ness of his lack of schooling and ignorance of many 
subjects vital to his profession, handicaps him, 
destroys self-confidence, and constantly discounts 
his efforts. If one truly aspire to a high order 
of success, it is better to take thorough training 
even though it causes delay and costs great self- 
sacrifice. 



142 PSYCHOLOGY OF SUCCESS 

Selecting a School 

One should exercise great care in selecting a 
school for professional training. This is often 
difficult to do; much depends upon the student. 
If he is financially unable to pay for special courses 
and special privileges, he should select a school 
where he can get thorough training and personal 
attention without entering private classes. The 
best school is the cheapest in the long run; but the 
highest priced is not always the best. Many small 
schools are undesirable from lack of proper equip- 
ment. Many large schools are to be avoided be- 
cause of preferences given those able to pay for 
them; others because of their irreligious and even 
immoral influences. As a general rule the old 
schools of high standing are preferable because of 
their prestige. Moreover, schools grow through 
long practice and varied experience; therefore it 
is wise to select the well established, tried and 
proven institutions, provided it is not so non-pro- 
gressive as to be behind the times. 

College Opportunities 

Great are the opportunities of college days! It 
is the time for character building: the time for 
learning the lessons of self-control, independence, 
conservatism, self-respect, and self-confidence. The 
studies, the lectures, and the mental schooling one 
receives are only a part of the opportunity of the 
college. Not less important to success is the put- 



THE PEOFESSIONAL MAN 143 

ting away of childish things, the rubbing off of 
angles, the polishing and acquiring of the manners, 
bearing, and dignity of the professional man. 
These things cannot be assumed the day a man 
receives his diploma. They are the result of 
growth; they are acquired by effort. They be- 
come natural and conducive to success only when 
embodied in the character, so that their expression 
is spontaneous. The man who neglects his oppor- 
tunity for acquiring the characteristics of the 
professional man during his college training, usually 
postpones his success three or four years. 

Professional Men Should Move 

"A prophet is not without honor save in his own 
country." Seldom does a young professional man 
succeed in his home town. The home folks and 
neighbors may be very fond of him, yes and even 
proud of him; but it is difficult for them to realize 
that several years of schooling have really changed 
their neighbor boy into a thoroughly competent 
dentist, lawyer, or physician. They may remember 
that he was a bright boy in the home school; that 
he was a faithful, conscientious fellow; and are 
proud of the fact that he won honors in college; 
but all of this fails to inspire due confidence in 
him as a practitioner. What is worse, the young 
graduate, returning to his home town, finds it 
extremely difficult to acquire and maintain the air 
and dignity of a professional man. The old sur- 
roundings and associates make him feel just plain 



144 PSYCHOLOGY OF SUCCESS 

Johnnie Smith, and all efforts to be anything else 
seem artificial and out of place. From these and 
other influences, many a well-qualified professional 
man wastes four or five years of his life trying to 
establish a practice in his home town. Had he 
gone to a new place, he would at once have assumed 
the professional bearing warranted by his training. 
As a graduate of a first-class school he would im- 
mediately have commanded the respect and con- 
fidence of the public and received an opportunity 
to demonstrate his worth. 

A Common Experience 

Many years ago while lecturing in Kansas, a 
young man called at my study for consultation 
relative to professional success. He had all the 
natural qualifications for a lawyer, and was a 
graduate of one of the best law schools in the 
country. He confidentially confessed that after 
three and a half years of practice, he was barely 
making expenses, and that these were very light, 
since he lived with his parents. On inquiry, I 
found he had grown up in the town. I immedi- 
ately suggested that he should move to some pros- 
perous growing town, and begin among strangers. 
"But," said he, "if I can't make a living here, 
where I office in one of father's buildings and live 
at home, I'd starve to death in a strange town." 
After much persuasion and argument with both 
the young man and his parents, he was induced to 



THE PEOFESSIONAL MAN 145 

move and within a year was more than making 
expenses, and in five years had a well established 
practice clearing him $5,000 a year. From scores 
of similar cases, I am convinced that it is bad policy 
for the average young professional man to set up 
business in his home town and that one or two 
moves are usually advantageous. 

The Prestige of a Firm 

One of the surest and quickest ways for the 
young professional man to gain the experience and 
prestige that will give him an opportunity and 
command a price for his services, is to enter some 
well-established firm for a few years; then with- 
draw from the firm and move to a live growing 
city, or even a small town with a future. Such 
a plan seldom fails to succeed if one is truly com- 
petent. This method is especially recommended to 
young members of the legal profession. The 
dentist, physician, and even the engineer usually 
have less difficulty in starting than the lawyer; but 
the prestige and experience of an old reliable firm 
are very valuable assets to the beginner in any pro- 
fession. 

Securing Patronage 

Professional ethics prohibit advertising; so that 
the young physician or lawyer must get his footing 
by some other means. This is frequently a very 
trying; ordeal,^ even for the competent man. It 



146 PSYCHOLOGY OF SUCCESS 

takes tact, patience, persistency, and the genius 
that looks Hke a success even where there is but 
little to justify the looks. It is one of those cases 
in which it is wise to make a literal application 
of Paul's definition of faith, as "The substance of 
things hoped for, the evidence of things unseen." 
! The young practitioner must carry the bearing, and 
manner, of the busy, successful man, until it comes 
to be a fact. He should always be active, and 
busied with his studies. When outside of his 
office, he should be going somewhere, with no time 
to waste in idle gossip or chat with neighbors 
on the way. This is not deception. The fact is, 
that since no man can master all there is in any of 
the professions, and the more he masters, the 
greater his chances for success, there is no excuse 
for idleness. 

Friendship and sociability, getting acquainted 
with folks, establishing confidence and personal 
interest, are other means of obtaining practice. 
This, too, is legitimate, provided the right motive 
is back of it; namely, the idea of competent, effec- 
tive service. The effort to help someone, to be- 
friend an unfortunate, to do a kindness, without 
any thought of financial remuneration, has been 
the opening wedge to many a beginner's success. 
One of America's most successful lawyers got his 
start and won his first honors in the courtroom in 
an effort to defend an old couple who were being 
robbed of their life earnings by a trickster. He 
undertook the case purely out of a desire to help 



THE PKOFESSIONAL MAN 147 

them. A young osteopathic physician, after Hving 
on half rations for a year, formed the acquaintance 
of a young man and was invited home from church 
to a Sunday dinner which was very acceptable. In 
the home he met a nice class of young people; but 
it was a home without a mother. After dinner 
one of the young men told of the mother's failure 
in health, of progressive insanity, and that for 
eighteen months she had been in an asylum. The 
cause of her insanity was unknown, the only visible 
abnormality being a bunch on the back of her neck. 
The young physician asked at once to see the 
mother. Every osteopath will understand the rest. 
Within eight weeks she was back in the home. The 
young practitioner soon had an elegant suite of 
rooms, nicely furnished, in the city of Detroit, 
where he developed a large practice. 

The secret of success for the professional novice 
is to gain an opportunity for service, a chance to 
show what he can do. The merchant has goods 
for sale; the customer examines these and buys on 
the merits of the goods. The character of the mer- 
chant is a secondary matter; but the physician or 
the lawyer is selling brains, knowledge, skill, and 
he must have an opportunity to display these and 
get them before the public before he can have many 
customers or command a price. When he has 
demonstrated his worth, he is on the highway to 
success. The unwillingness of the novice to do 
something for nothing has meant a lost opportunity 
to many a beginner. 



148 PSYCHOLOGY OF SUCCESS 

Practice and Skill 

Practice — personal experience — is indispensable 
to a high order of skill. Skill creates demand for 
one's services and commands the price; therefore 
the young professional man must have practice. 
He can well afford to offer his services for a nom- 
inal fee. When competent service has been ren- 
dered it becomes the best sort of advertising and 
will eventually bring its returns. When in demand, 
a reasonable fee is never objectionable. One of 
the most successful lecturers on the platform today 
got his start by preparing a first-class popular 
lecture which he gave gratuitously in his • home 
town, then in neighboring towns ; then he would go 
wherever he was invited, provided his expenses 
were paid. Soon this lecture was in demand at a 
price, and is now being successfully booked on 
star courses at $75.00 a date. Had he waited until 
the public called for this lecture, he might have 
waited forever. 

Collecting Fees 

The professional man who gets on in the world, 
like the successful business man, must be able to 
collect his fee, yet retain the confidence and respect 
of his patrons. In many instances this is not easy 
to do. The task is greatly reduced by having some 
definite system, applicable to the place and the con- 
dition. First, the beginner should be careful not 
to overcharge. If there is a customary fee, it is 



THE PEOFESSIONAL MAN I49 

well to acquaint patrons with this fact This 
makes it rather an impersonal matter. It is unwise 
to charge less than the customary fee or to cut 
prices in any way. If one wishes to favor a patron 
it is better to render service for which no charge 
is made, or to accommodate in some other way 
than by cutting prices. Second, it is usually best, 
especially for the physician, to allow at least thirty 
days to pass before sending in a bill, also to extend 
time whever it is a real accommodation; but do it 
in such a way that the favor will be appreciated. 
Third, in dealing with those who are slow pay, one 
should invariably fix a definite date upon which 
they are expected to pay part or all, and require 
some sort of settlement at that time. If they 
cannot pay something then, extend the time in a 
kindly, obliging manner to a subsequent fixed date; 
but never postpone collections indefinitely. Fourth, 
the financial standing, character, and peculiarities of 
patrons must be carefully studied. Many who are 
good pay, but slow, are easily offended by receiving 
a bill. Others are never quite satisfied unless they 
feel that they are getting a special bargain, an 
unusual favor, or something for nothing. Some 
need to be humored and treated like chums, or old- 
time acquaintances; others must be dealt with 
professionally, or they lose their respect. Wise is 
the man that can adapt his ways and methods to the 
requirements and peculiarities of ever-varying 
human nature. He who can do this, has the secret 
of success. 



150 PSYCHOLOGY OF SUCCESS : 

Personal Influence 

The law of compensation is as unerring as the 
law of gravity. The professional man that renders 
a real service to his community, that does his best, 
that works faithfully and conscientiously for his 
clients or patients, is sure of his reward. To do 
his best he must not lose sight of the value of his 
personal influence. He is an educated man. He 
has enjoyed advantages far superior to those of 
most of his associates; therefore more is expected 
of him. He must meet this expectancy or suffer 
directly or indirectly in his profession. There is 
some excuse for bad habits among the ignorant. 
Crude manners, boorishness, vulgarity, and immor- 
ality may be overlooked or at least tolerated among 
those that have had no opportunity for education 
or refining influences; but there is no justification 
for such qualities in the professional man. 

The physician whose daily practice brings him 
into the most intimate relationship with his patients 
should be a man of clean hands and pure heart. 
No amount of skill or professional knowledge can 
qualify a man for the general practice of medicine 
if he is lacking in moral principle and purity of 
sentiment. His every word becomes a suggestion; 
his silent influences are potent; therefore they 
should be wholesome. In like manner, the dentist 
should be clean in person, pure-minded and refined, 
that his every touch may be kindly, sympathetic, 
and inoffensive, A dentist that will presume to 



THE PROFESSIONAL MAN ISJ 

work over a patient with a nicotine breath and 
fingers stained by cigarettes, ought to fail and be 
forced out of the profession. A physician addicted 
to the drug habit, or the use of intoxicating Hquors, 
should be prohibited from practice. To prescribe 
while under the influence of liquor should be made 
a misdemeanor punishable by fine and imprison- 
ment. 

Character and Success 

Character is a most valuable asset in any voca- 
tion; but it is especially potential in the professional 
man. The value placed upon his knowledge and 
skill is -determined largely by the confidence people 
have in him as a man. If he is unprincipled, of 
doubtful morals, the victim of questionable habits, 
or unsociable — in short, anything less than a true 
gentleman — it discounts his professional worth. A 
man of talent may win out in spite of these defects; 
but the same skill and effort would accomplish 
much more without any such handicap. Or to 
take the positive side of the question, the profes- 
sional man who supplements skill with personal 
worth, clean morals, and a decided, progressive, 
honorable character, adds very materially to his 
value to the community and to his chances for 
success. 

"All things work together for good to them that 
love God." This great truth may be stated in 
another way; namely, that all environmental con- 
ditions conspire to the success of the man that 



152 PSYCHOLOGY OF SUCCESS 

is honestly striving to render the most helpful 
service possible to his community, age, and genera- 
tion. The professional man who starts in life 
actuated by selfish motives, and practices for mer- 
cenary ends, is a failure from the beginning. Even 
though he make money, and command an extensive 
practice, the motives of his life will dwarf his soul 
and inhibit the development of those qualities of 
mind and heart that command respect and con- 
fidence. The measure of his influence for good — 
which at last is the measure of every man's success 
— will be a disappointment; whereas that man is a 
success — whether he accumulate wealth or not — 
who is actuated by pure motives and true ideals, 
who practices his profession to serve his com- 
munity, who does his best and lives an exemplary 
life, not negatively but positively, throwing his in- 
fluence on the side of aggressive goodness. 



PART III 
HUMAN NATURE STUDIES 



CHAPTER V. 

THE ORIGIN AND NATURE OF MAN. 

Introduction 

"Know Thyself." This famous mystic utterance 
inscribed on the temple porch at Delphi is all inclu- 
sive. Could we know ourselves all in all, we would 
know God; and if we knew God all in all, we 
would know ALL. We have studied man through 
astrology, theology, physiognomy, phrenology, 
physiology, anthropology, sociology, psychology, 
and solar biology and with all of our studies, most 
of us know very little about human nature. If we 
knew more we would do better; we could accom- 
plish more in life; we could work more intelligently 
in our efforts at self-improvement ; we would be 
more helpful to our age and generation. There- 
fore let us study together a few essential facts 
concerning the origin and nature of man. Let us 

153 



154 PSYCHOLOGY OF SUCCESS 

learn what we may about temperament and the 
primary elements of mind, that we may have a 
better understanding of mental processes. 

Man a Little World 

The universe is apprehended by man on three 
planes, the physical, the psychical, and the spiritual 
— an outer, an inner, and an innermost. Man is 
a little world, a microcosm, an epitome of the uni- 
verse. He, too, has an outer, an inner, and an 
innermost nature, designated as body, soul, and 
spirit. The spirit is the image of God, one in 
essence with the Infinite Spirit. The soul is an 
entity, composed of an etheric substance; it has 
form, personality, and survives the death of the 
body. The body is the physical instrument of the 
soul, one in substance with the physical world. 

Through the physical organism and its five senses, 
man takes cognizance of and is related to the mate- 
rial world, its laws, facts, and phenomena. Through 
the soul, man takes cognizance of and is related to 
the psychic realm, its laws and phenomena. 
Through the spirit man perceives, and is related to 
the spiritual realm and its realities. 

Three Planes of Consciousness 

Man has three planes of consciousness, corre- 
sponding to his three- fold nature: an outer con- 
sciousness, commonly spoken of as the objective 
mind, an inner consciousness, called the subjective 



OEIGIN AND NATURE OF MAN 155 

or subliminal mind, and an innermost consciousness 
or spiritual mind. This spiritual consciousness is 
experienced only by those who have been quickened 
by the Holy Spirit, or bom anew. 

Strictly speaking, there is but one plane of con- 
sciousness. There are three planes of perception 
and mentation; but only when the activities of the 
subjective and the spiritual planes are objectified, do 
they enter the stream of consciousness. The objec- 
tive or conscious mind represents a very small 
fraction of the mental processes, activities, and 
products. Perhaps 98 per cent of our mentation is 
subjective. The soul constantly perceives, thinks, 
feels, wills, and knows, much that never rises to the 
plane of consciousness. The objective mind is the 
product of the subjective mentations that find ex- 
pression through the brain and nervous system. 

The deeper spiritual activities seldom rise to the 
plane of consciousness, so that the spiritual processes 
going on within a man are for the most part un- 
known to him. This is why, to get results, we must 
accept God's promises and trust the Spirit to do His 
work in our spirits without waiting for evidence 
in our objective minds. Unusual spiritual activities 
frequently produce reactions through our emotional 
and volitional natures, causing us to feel good or ill, 
joyful or convicted. Sometimes the inner spiritual 
nature can be heard as the still, small voice prompt- 
ing, directing, encouraging or convicting us; but 
the absence of objective evidences does not dis- 
prove the inner working of the Spirit. 



156 PSYCHOLOGY OP SUCCESS 

Three Planes of Perception 

Man has three planes of perception: objective, 
subjective, and spiritual. Objective perception is 
through the five senses, each of which is supplied 
with a nervous system capable of receiving, com- 
municating, and registering in the brain the effects 
of different rates of vibration, such as air waves, 
light waves, etc. Through these five senses, man 
gains his. primary knowledge of the material world, 
its laws and phenomena. The subjective mind 
receives telepathically, vibrations on the psychic 
plane, and thereby takes cognizance of psychic 
laws, phenomena, realities, etc. This psychic per- 
ception, which is independent of the outer physical 
senses, is frequently spoken of as a sixth sense. 
This, however, is wrong, for the subjective mind 
has all the powers of perception that belong to 
the objective mind. It perceives sounds, flavors, 
odors, sensations, lights, colors, forms, etc. The 
fact is, that all the senses, faculties, feelings, and 
emotions of the objective mind inhere in the sub- 
jective, the objective being but the outer or physical 
manifestation of the real or subjective nature. 

Psychic Phenomena 

In some persons the subjective perceptions and 
mentations come to the plane of consciousness in 
an unusual or super-normal degree, giving them 
exceptional powers of intuition: i. e., inner per- 
ception and judgment, also what is known as psy- 



OEIGIN AND NATUEE OF MAN 157 

chic, clairaudient, clairvoyant, and telepathic power. 
Such persons are called "sensitives" or "psychics," 
and when acting under control of excarnate per- 
sonalities are called "mediums." The highly de- 
veloped psychic is able to tell us much of the unseen 
world of realities, of facts and phenomena unper- 
ceived by our five senses. The validity of psychic 
observations is established by the testimony of many 
witnesses. This, however, does not justify the 
business of the professional mediums; for even 
though they be sincere and conscientious, when 
speaking under control of excarnate personalities 
whose characters are unknown, little reliance can 
be placed upon the supposed communications. 

Spiritual Perception 

Spiritual perception is possible only to those who 
have been quickened by the Spirit and thereby 
brought into communication with the Holy One. 
When man has become regenerate and is Spirit- 
filled, or in-Christed, he may hold communion with 
the Father, be taught of God, be conscious of His 
indwelling presence, and enjoy His love, peace, 
and power to the degree of his awakening and the 
extent of his capacity. Such souls, by giving 
expression to their experiences, perceptions, and 
wisdom, become revelators, seers, prophets, and 
teachers to less awakened humanity. 

Psychic vs. Spiritual Phenomena 

Careful students should discriminate between 
psychic and spiritual perception and phenomena. 



158 PSYCHOLOGY OF SUCCESS 

The two are often confounded. Much that is called 
spiritual phenomena is purely psychical. Many 
persons have both psychical and spiritual perception, 
but the possession of either does not insure the 
other. Psychic perception belongs to the natural 
man, also the lower animals, while spiritual percep- 
tion is enjoyed only by the regenerate. Many of 
our finest psychists, spiritists, and mediums, are as 
dead to the Holy Spirit as a blind man to light. 
Only those who have been born anew, and through 
Christ have come into fellowship with God, perceive 
SPIRITUAL realities. 

Objective and Subjective Minds 

Thomas J. Hudson gave to the world a most 
valuable truth through his rediscovery of the rela- 
tions of the inner and the outer consciousness, 
which he called the subjective and the objective 
minds. His presentation of the law of the subjec- 
tive mind gave a rational explanation to hypnotism, 
suggestion, and other psychic phenomena. Unfor- 
tunately, his excellent work contained a vital error 
which has grown up with the truth, entered into all 
its products, found its way into all the teachings and 
literature arising from his works, and is today 
inseparably related to the truth in them. The error 
referred to is this: He taught that the objective 
mind and the subjective mind are distinct one from 
the other; that certain intellectual powers belong 
only to the objective; and that the subjective is the 
distinctive seat of the emotions. Whereas the 



OEIGIN AND NATUEE OF MAN 159 

truth is as before stated; that the subjective and the 
objective minds are but the inner and the outer 
manifestations of the same ego. The subjective 
mind is the result of the soul's functioning apart 
from, and independent of, the brain. The objec- 
tive mind is the result of the soul's functioning on 
the physical plane through the brain. The subjec- 
tive mind, as Mr. Hudson well says, is the mind 
retained by the excarnate spirit. Certainly, for it 
is the result of the ego's activity independent of its 
physical embodiment. All conscious thought, feel- 
ing, sensation, and mentation that enter into, and 
form the stream of consciousness, or objective mind, 
are dependent on, and related to, brain functioning. 
All subjective mentations are possible apart from 
the brain. 

Every element of the subjective mind has its 
physical center in the brain, through which it comes 
into manifestation as objective consciousness. Every 
emotion, every attribute of the will, every intellec- 
tual faculty, is thus related to the objective mind. 
In like manner, all of the powers defined by Mr. 
Hudson as being peculiar to the objective mind, 
have their origin and existence in the subjective, 
and are an expression of the ego. So these two 
minds are not separated one from the other, neither 
are they composed of different functions; but are 
different planes of manifestation of the one ego, 
and all functions of intellect, will, and emotion, find 
expression on both the subjective and the objective 
planes. In other words, the mind is a product of 



160 PSYCHOLOGY OF SUCCESS 

the ego^s activities, most of which never rise to the 
plane of objective consciousness and therefore be- 
long to the plane of subconscious mentation and 
form v^hat Mr. Hudson calls the subjective mind. 
But, as before indicated, every element in the sub- 
jective mind has its nerve center in the brain, 
through which it comes to the plane of objective 
consciousness. The result of this objective func- 
tioning is the objective mind. 

Phreno-Hypnotism 

Students of this subject will be interested in the 
phenomena developed in the early part of the last 
century, known as phreno-hypnotism. The hyp- 
notist, having put his subject. under control, would 
place his finger over a phrenological organ, and 
immediately the subject, if a good one, would mani- 
fest the element of mind thus stimulated. For in- 
stance, the center of Alimentiveness being 
stimulated, the subject at once began devouring a 
piece of pie. The operator moving his fingers up 
to the organ of Tune, the subject dropped the pie 
and began to whistle. Touching Benevolence, he 
began giving away his money, watch, etc. ; but on 
the stimulation of Acquisitiveness, he immediately 
took them back, also everything else of value within 
his reach. Touching Veneration, the subject knelt 
reverently in prayer. When Self-esteem was 
stimulated, he threw his head back and assumed a 
dignified, military bearing. Thus each of the 
phrenological centers separately stimulated, not 



OEIGIN AND NATUEE OF MAN 161 

having the restraining influence of the other ele- 
ments of the mind, produced an action representing 
a single function as divorced from the others. 
These experiments were used extensively by Bovine 
Dodds (who lectured on electrical psychology be- 
fore the United States Senate), Dr. Caldwell, O. S. 
Fowler, and others, both as a means of proving the 
correctness of phrenology and of demonstrating the 
true function of different elements of the mind. 

I have referred to these phenomena in this con- 
nection, not in defense of phrenology or hypnotism, 
but in evidence — if evidence were needed — of the 
former proposition that the objective and the sub- 
jective minds are but different planes of manifesta- 
tion, and that all the elements of each are found in 
the other. By these experiments, each emotion 
attributed to the subjective mind was readily called 
to the plane of objective consciousness and mani- 
jstation. Moreover, these experiments gave the 
k^y to the relation of objective suggestion to the 
subjective mind, the other consciousness being the 
medium through which the inner most readily 
receives its impressions. The inner or subjective 
mind, however, is not wholly dependent upon the 
outer senses for perception. It perceives and takes 
cognizance of psychic vibrations too fine or too com- 
plex to be taken up by the outer senses, giving the 
powers of spiritual and psychic perception, clair- 
voyance, telepathy, clairaudience, etc. 

The phenomena of phreno-hypnotism was not 
without Its opponents and no doubt some, reading 



162 PSYCHOLOGY OF SUCCESS 

this brief account, will be ready to say, "These 
manifestations prove nothing except that the sub- 
ject responded to the suggestion given by the 
operator, and the response would have been the 
same had he touched him on the nose or the ear." 
This objection was practically exploded by two 
facts: hypnotists and subjects unacquainted with 
phrenological brain charts or the manifestations 
expected, got virtually the same results as those who 
were familiar with both; phrenologists who were 
also hypnotists repeatedly made the mistake of 
placing their fingers over the wrong center, and 
obtained the manifestation corresponding to that 
center, which was quite the opposite of the one 
expected and suggested. These two facts are suffi- 
cient to vindicate the value of these experiments in 
demonstrating cerebro-location and brain func- 
tions, and that the objective mind, which is the 
result of brain functioning, is but the outer manifes- 
tation of the inner or the subjective mind. 

Life, Mind, and Organism 

All life inheres in the all-pervading Infinite Life 
— the soul of the universe. This universal, inor- 
ganic, all-pervading soul, or life principle of the 
universe, contains an infinite number and variety 
of centers of activity, varying in complexity and 
size from the inconceivably small to the immeasur- 
able centers of planets and systems. When one of 
these centers of activity accrues to itself matter, 
and arranges it in harmony with its activities, the 



OEIGIN AND NATURE OF MAN 163 

product is a living organism, of which the cell is 
the simplest form. For conveni-ence of study, ,the 
cell may be called the unit of organic life; but 
cells differ in nature, structure, and complexity, ac- 
cording to the animating life principle. 

Single-celled animals called protozoa contain po- 
tentially the rudiments of the physical and the 
psychic powers of the higher forms of life. Thus the 
amoeba, perhaps the lowest of the protozoa, with its 
simple organism, performs all the functions of res- 
piration, eating, digestion, assimilation, elimination, 
and reproduction. It will respond to an irritant, 
showing that it has the power of sensation, which is 
the rudiment of the higher forms of feeling known 
in man as emotion, love, compassion, sentiment, etc. 
It exercises the power of choice — which is the 
rudiment of intelligence — and in the more highly de- 
veloped and complex nature of man becomes facul- 
ties of perception, memory, reason, comparison, etc. 
It moves at will and as it wills, proving that it has 
the rudiment of volition, which in man is expressed 
in force, courage, firmness, will-power, conscience, 
etc. Thus it is evident, that life and mind inhere 
in the Infinite; that they are the same in character 
wherever found; that the difference between the 
lowest and the highest manifestation is not one of 
kind but one of degree of activity, complexity, and 
expression. In other words, all life is the manifes- 
tation of the Infinite One, each individual life being 
but a differentiated center of activity. The lower 
forms of life represent the simpler, and the higher, 



164 PSYCHOLOGY OF SUCCESS 

the more complex modes of motion or centers of ac- 
tivity, but all are co-related as the manifestation 
and expression of the one Infinite Life. 

A differentiated center of activity is the basis of 
individuality. The peculiarities of individual activ- 
ates and modes of motion result in distinctive char- 
acteristics of feeling, intelligence, volition, and senti- 
ment and thus produce personality. 

The Law of Development 

By the effort to more perfectly perform its func- 
tions in the struggle for existence, the organism of 
the protozoa is differentiated, specialized, and made 
more and more complex until it merges into a higher 
form of life. By continued evolution of function 
and forni, life and cell, soul and body, the entity 
and the organism keep pace v^ith each other, until 
the complex anatomy and physiology of the higher 
animals is reached. Along with the organic and 
functional development there is a corresponding 
differentiation and development of the psychic na- 
ture. By responding to external stimuli, the evolving 
life becomes more and more complex, and the results 
of its activities are embodied in its physical organ- 
ism. By repeated response to stimuli of different 
kinds, and the exercise of choice and volition; by 
natural selection, multiplication, and differentiation 
through heredity and environment; the evolving life 
continues its upward way. This does not mean a 
Godless universe, or blind evolution, but a God-filled 
universe and evolution by design. All primal things 



ORIGIN AND NATURE OF MAN 165 

develop after a pattern, conceived in the Infinite, 
beginning as an archetype, descending from the 
Spirit, ascending by embodiment, through response 
to environment. The highest product of this proc- 
ess of Divine inception, mind activity and cell build- 
ing, developing soul and inbreathed spirit, is man. 
Nor shall the process reach its goal until the natural 
man, the genus homo, has accepted redemption, re- 
sponded to the Divine Spirit, embodied the Christ, 
and become a member of the genus Christus, a spirit- 
ual being, one with God. 

Creation by Evolution 

"I am Alpha and Omega, the beginning and the 
end." This is a concise statement of the supreme 
fact of the universe. The Creator does all things 
by involution and evolution. Evolution is the nat- 
ural history of His creative processes, or manifes- 
tations; but it is only one-half of the story, the other 
half being known to occultists as the descent, or in- 
volving of the archetype, which forms the seed from 
which the type comes forth. It is this latter fact 
that scientists need to recognize to make their ex- 
planations of the origin of life and species complete. 
The materialist has no satisfactory answer to the 
vexed question. Which was first, the acorn or the 
oak, the egg or the chicken ? The answer given by 
the deeper wisdom of occultists and Christian mys- 
tics is, as before indicated, that all primary things 
have, and always have had, their origin in Spirit, 
and descend into matter, where they become em- 



166 PSYCHOLOGY OF SUCCESS 

bodied and begin the upward trend called evolution. 
From this initial point, through responding to en- 
vironment, and embodying the effects of external 
influences, there is a gradual ascent from the simple 
to the complex, from littleness to largeness, from 
inertia to activity, but always according to the pat- 
tern which was in the seed — the archetype, as modi- 
fied by environmental conditions. 

The Origin of Man 

Man had his origin as an archetype, represented 
in Adam. His beginning and creation was in Spirit. 
Like each of the other primary creations, man was 
a distinct type from his inception. The archetype, 
in his descent into matter, became subject to nega- 
tive influences symbolized in the story of the fall, 
and lost his spiritual life and consciousness. The 
evolving race has passed through many changes and 
differentiations, some branches ascending, some be- 
coming degenerate and lapsing into savagery, but 
all retaining a semblance to the archetype. Man 
being a distinctive type from the beginning, is not 
the outgrowth of the animal. He has had his ele- 
mentary stages and passed through many lower 
forms of existence ; but he was never related to, or 
a part of, the brute creation by consanguinity. 

Christ the Archetype 

As the spiritual Adam before the fall was the 
archetype of the ideal human race, so Christ was 
the archetype of the new creation, or spiritual race. 



ORIGIN AND NATUEE OF MAN 167 

Under the law of heredity, through the continuity 
of the germ-plasm, all of Adam's descendants par- 
take of his degeneracy and are by nature spiritually 
inert. Through Christ, man Is redeemed from the 
effects of hereditary degeneracy, born of the Spirit, 
and by the continuity of the Spirit within becomes 
Christ-like, a member of the spiritual race. Wise 
is the man who hastens to be born anew and awak- 
ened into spiritual consciousness, that he may know 
God personally, whom to know Is life eternal. 



CHAPTER VI. 

[OLD AND NEW PSYCHOLOGY. 

Phrenology 

Dr. Russel Wallace, the eminent scientist, in his 
great work, **The Wonderful Century," speaking 
of the mistakes made during the last century, classi- 
fies the neglect of phrenology by scientists and psy- 
chologists as one of the grave errors and failures 
of the century. Many other men of renown share 
this opinion. Not that phrenology is an unerring 
guide in reading character, but because it gives the 
only satisfactory system of mental philosophy or ra- 
tional explanation of human nature. The immortal 
Gladstone, in referring to this subject, once said, 
"The phrenological system of mental philosophy is 
as far superior to all others as an explanation of 
mind and character as the electric light is superior 
to the tallow dip." 

Prof. George Combe, author of "The Constitu- 
tion of Man," and other works on mental and moral 
philosophy — the man who took the discoveries of 
Gall and Spurtzheim, over a century ago, and 
wrought from them the science of mind known as 
phrenology — was not only a philosopher but a 

168 



OLD AND NEW PSYCHOLOGY 169 

prophet. He prophesied the downfall of phrenology 
through its application by incompetent persons as 
an art in reading character. He said this would de- 
preciate it in the minds of college men; that the 
practice of the art would obscure the philosophy, 
and that the great science of mind would thus be 
lost to the world. His idea was, that it should be 
introduced into the schools and colleges as a system 
of mental philosophy. 

The Fowlers, Dr. Caldwell, and other early phre- 
nologists, opposed Combe and insisted that the new 
science was to be introduced and popularized by its 
application to reading character. For a time they 
succeeded; but as Combe predicted, it passed as did 
mesmerism, and electrical psychology, into the hands 
of incompetent practitioners, and lost its place as a 
science of mind. For many years, in America at 
least, it has been tabooed by most colleges and col- 
lege men, more especially by psychologists. From 
the same cause mesmerism suffered a like fate, and 
for many years was sneered at and ridiculed by 
medical men of two continents. But the facts of 
mesmerism and the laws of suggestion remained 
unchanged during these years, just as true as though 
they had been accepted by the wise ones. Finally, 
they were rediscovered and called hypnotism. Since 
then the science of suggestion has been highly re- 
spectable, commanding the attention of the most 
learned. In like manner, the facts discovered by 
Gall and Spurtzheim and the science of mind formu- 
lated by Combe, await rediscovery by the psycholo- 



170 PSYCHOLOGY OF SUCCESS 

gists of our day, when they shall be renamed and 
come forth as the accepted and only true science of 
mind. 

Physiological Psychology 

Physiological psychology as taught in the uni- 
versities of our time, and presented in the writings 
of Prof. James, President G. Stanley Hall, Titch- 
ener, Ladd, Kulp, Davis, Dewey, McCosh, Royce, 
Hoffding, Thorndyke, and others, is far in advance 
of phrenology from a scientific and technical point 
of view. Gall and Spurtzheim were expert anato- 
mists; but they did not study the brain cell and its 
relation to mind activities as have the later psychol- 
ogists. The great value of phrenology is in its 
mental philosophy, while the value of physiological 
psychology is in its facts relative to the brain and 
the nervous system and their relation to mental 
processes, mind, and character. The student of hu- 
man nature should study both. (The more essen- 
tial facts of physiological psychology will be found 
in the author's lecture on "Brain Building," pub- 
lished in his book, "Immanuel.") 

Reading Character 

Phrenology applied as an art in reading character 
is a most fascinating and helpful study; but only 
those who have exceptional natural talent, combined 
with a thorough knowledge of physiology and anat- 
omy, and careful training, can employ it with suf- 



OLD AND NEW PSYCHOLOGY [17I 

ficient accuracy to form a trustworthy estimate. The 
skillful physician will examine the lungs and the 
heart through the walls of the chest and make a 
fairly accurate diagnosis of the condition of these 
organs; but the novice cannot so apply the science 
of diagnosis. His estimates are poor guesses. The 
same is true in the application of phrenology. There 
are so many things to be taken into account that 
much depends upon the skill of the practitioner. The 
variations in temperament and organic quality, the 
difference in thickness of skulls, scalps, and other 
brain coverings, the difference in the texture, com- 
plexity, and quantity of grey matter, make it ex- 
tremely difficult even for the expert to form an ac- 
curate estimate of the functional power of any given 
center. 

The greatest practical value of phrenology is not 
as an aid in reading character, but as an explanation 
of human nature. Employed in this way, it matters 
not whether the phrenologists were right in all their 
cerebro localizations or not. The science of mind 
and the philosophy growing out of it are in no way 
affected by mistakes in the location of brain centers. 
In our studies of human nature no effort will be 
made to locate centers nor to give instructions in 
reading character, neither shall we confine ourselves 
to any one system of mental philosophy. We shall 
employ the phrenological terminology in defining 
the elements of the mind, but use the methods of 
the later psychologists as an aid to mind and char- 
acter building. 



172 PSYCHOLOGY OF SUCCESS 

Senses and Faculties 

The complex mentality of man is the result of the 
differentiation of the three primary impulses of sen- 
sation, volition, and intelligence. By response to 
external stimuli the one primary sense of feehng 
or sensation has been differentiated, specialized, and 
developed into the five external senses of feeling, 
hearing, tasting, smelling, and seeing, and into sev- 
eral distinctive emotions, each of which performs 
its function through specialized nerves. In like 
manner, the primary elements of intelligence and 
volition have been differentiated and specialized into 
many faculties, propensities, and sentiments, each 
of which is related to a brain center. Each of these 
specialized primary elements of mind, of which there 
are forty-three or more, takes cognizance of, and 
relates man to, some thing, fact, or phenomena in 
his environment. Thus, things have form, size, 
number, relation, weight, color, order, etc. By re- 
sponding to these properties of things, man has ac- 
quired perceptive faculties that take cognizance of 
each property separately and the whole collectively. 
In like manner, he has acquired propensities that 
have to do with the preservation of life; social feel- 
ings that relate him to loved ones, home, etc.; as- 
piring sentiments that give self-reliance and dig- 
nity; esthetic or semi-intellectual faculties that give 
constructive, imaginative, and artistic powers; and 
moral sentiments that give sympathy, justice, and 
reverence. In a subsequent chapter, we shall study 



OLD AND NEW PSYCHOLOGY 173 

these several classes of primary elements and learn 
how they may be cultivated or restrained, also their 
influence upon mind and character. 

Mental Peculiarities and Variations 

All normal persons have the same number of pro- 
pensities, feelings, faculties, and sentiments, but no 
two persons have them in equal strength ; therefore 
no two persons are exactly alike in mentality or dis- 
position. Moreover, no one has all the elements 
equally developed or equally active ; therefore every- 
one has his special traits, strong and weak points, 
likes and dislikes, tastes and talents. These natural 
mental differences are noticeable even among young 
children. A child that learns spelling easily may 
have great difficulty with his arithmetic; one that 
has an aptitude for both of these may find history 
or grammar difficult. A careful study of the per- 
ceptive faculties proves that one may have good per- 
ception and memory of faces, and forms, but poor 
perception and memory of sizes, names, or colors. 
Again, all of these may be strong, and the ability 
to see and remember order and location, or numbers 
deficient. These and similar facts prove conclusive- 
ly that perception and the memory of what is per- 
ceived are not a unit or a single function of the 
mind, but the result of several primary elements, 
some of which may be strong and others weak in 
the same person. In like manner, a study of the 
emotions, propensities, or sentiments proves con- 
clusively that a person may have one or several of 



174 PSYCHOLOGY OF SUCCESS 

these elements very strong and others weak. Thus 
one may have great energy but be deficient in cau- 
tion; strong love of companion, and care but little 
for children, or vice versa. Again, one may be 
conscientious yet lack reverence; kind and sympa- 
thetic, yet unspiritual. These facts, familiar to all, 
prove beyond question that mind and character are 
the result of the combined activities of many primary 
elements. Any system of mental philosophy or 
scheme of education that ignores these natural dif- 
ferences and capacities is of little value in mental 
culture or character building. 

The Stream of Consciousness 

What is commonly spoken of by psychologists as 
the stream of consciousness is the result of the com- 
bined activity of several feelings, faculties, and senti- 
ments, each of which adds its portion and modifies 
the stream according to its strength and activity. 
This proposition may be made clearer by a simple 
illustration: A piano has several keys, each of 
which, when struck, produces a certain tone — always 
the same tone. By the combination of several 
tones we get a chord. By continuing the tones and 
chords we get a strain of music, the character of 
which is determined by the primary tones and their 
combinations. In like manner, the mind is com- 
posed of several primary elements. Each element 
in action always produces its specific quality, 
whether perception, feeling, force, or sentiment. It 
exerts its distinctive influence and corresponds to a 



OLD AND NEW PSYCHOLOGY jyfi 

distinct tone. The activity of several of these 
primary elements and their impulses forms a definite 
thought, feeling, volition, or purpose. The con- 
tinuity of action of a number of these primary im- 
pulses in their ever changing combinations forms 
the stream of consciousness. 

Variations in Mind and Character 

The illustration just used to explain the stream 
of consciousness may be further employed to ex- 
plain variations in mind and character. As before 
indicated, each primary element has its specific func- 
tion to perform in the processes of mentation and 
character expression; its manifestation is always the 
same; it seeks to gratify itself regardless of the ac- 
tivities of the other elements of the mind. To illus- 
trate: Form perceives forms and is interested in 
nothing else ; Color delights in color, Calculation in 
numbers ; and if one of these is much stronger than 
the others, it will dominate the stream of conscious- 
ness. Thus an artist having the faculty of Form 
strong will excel in forms ; but if Color is deficient, 
his art will be correspondingly defective in color. 

Again, among the propensities, if Acquisitiveness 
and Executiveness are strong, with Caution and 
Vitativeness weak, the former will dominate the 
character, inclining the person so endowed to over- 
work, or risk his hfe or health for wealth. In like 
manner, if the affections are unequally developed, 
as is frequent, the stronger ones will determine the 
bent of the social nature. Thus a person with strong 



176 PSYCHOLOGY OF SUCCESS 

Friendship, but weak Conjugality, will be very so- 
ciable and much attached to friends, yet shun matri- 
mony; or one having strong Parental Love and 
Conjugality, may be thoroughly domestic, very af- 
fectionate and companionable in the home, yet if 
Friendship be deficient, care little for friends or so- 
ciety. These illustrations, without further appli- 
cation, show how the stronger elements dominate 
the mind and the stream of consciousness, and de- 
termine the character; they also give the key to all 
natural differences of mind and disposition among 
men. 



CHAPTER VII. 

CONSTITUTIONAL DIFFERENCES. 

No two persons are exactly alike in their physical 
constitution. These constitutional differences are 
highly influential on mind and character; therefore 
a knowledge of thejn is of great practical value to a 
student of human nature. In this chapter we shall 
notice some of these qualities and indicate how their 
strength may be estimated. 

Organic Quality 

The inherent nature and constitution of people 
differ not only in the relative strength of the sev- 
eral functions of the body and the mind, but in the 
complexity, density, intensity, or quality of the soul. 
Some are naturally fine grained and highly ani- 
mated; others are by nature crude and coarse 
grained. This organic quality or inherent texture 
of the soul is preeminent in its influence upon life, 
mind, and character. It gives grain to the bone, 
compactness to the flesh, fiber to the muscle, func- 
tional power to the brain, acuteness to the senses, 
tone to the voice, expression to the face, intelligence 
to the eye, animation and intensity to every feeling, 
faculty, and sentiment. 

177 



178 PSYCHOLOGY OF SUCCESS 

Differences in texture and quality are observable 
throughout all nature. Everywhere density gives 
v^eight, compactness of fiber gives strength. Qual- 
ity is next in importance to size or quantity in de- 
termining the strength of timber, bone, muscle, or 
brain. A large muscle may be soft, flabby, and not 
nearly so strong as one that is much smaller, which 
is dense and compact. The same is true of brains. 
A very large, coarse, or a fatty brain may have far 
less functional power than one much smaller of fine 
texture. 

Indications of Organic Quality 

We cannot see the soul, but we can estimate its 
quality by the texture of the physical organism, for 
**soul is form and doth the body make.'' 

Soul qualities write themselves in every line and 
feature of the face and determine even the texture 
of the skin, the hair, the expression of the eyes, and 
the structure of every muscle and bone. We have 
but to look about us to see every degree of organic 
quality from the simple and coarse to the complex 
and refined. Angular, coarse features, thick skin, 
coarse bristley hair, changeless expression, dull eyes, 
and a heavy coarse voice are indications of low or- 
ganic quality and an undeveloped soul; while a 
close built body, compact muscles, finely chiseled, 
well formed features, thin skin, fine hair, expres- 
sive eyes, and an animated, responsive countenance 
are infallible indications of a complex, highly or- 
ganized brain and a highly evolved, refined soul. 



CONSTITUTIONAL DIFFEEENCES 179 

Persons of high Organic QuaHty are usually very- 
intense, hypersensitive, and susceptible to impres- 
sions. They suffer and enjoy much, are prone to 
extremes, wear out too fast, and are illy adapted 
to the commonplace, matter-of-fact world. Those 
having low Organic Quality are usually plain and 
uncouth. All their appetites, feelings, and aspira- 
tions are on a low plane. They lack susceptibility, 
adaptability, and responsiveness. They have more 
strength than refinement, more power than discrimi- 
nation. Persons representing these two extremes 
understand each other with difficulty, have little in 
common, and if united in wedlock are usually 
wretched. 

Temperaments 

The human organization is composed of three 
distinct classes of organs. There is a bone and mus- 
cular system, composed of some 208 bones, clothed 
with about 527 muscles, capable of some 14,000 dis- 
tinct motions. There is a vital and nutritive sys- 
tem composed of the alimentary canal, liver, heart, 
lungs, ganglionic nerves, etc. There is a brain and 
nervous system, composed of the brain, cerebro- 
spinal and sympathetic nerves. These three sys- 
tems seldom, if ever, exist in the same degree of 
strength and development. When any one of these 
systems is much stronger than the others, it gives a 
peculiar form and texture to the body, shape and 
development to the brain, line and expression to the 
face, direction, tone, and tendency to every mental 



180 PSYCHOLOGY OF SUCCESS 

quality. Such a predominance of one of these sys- 
tems tempers the organization in that direction, 
hence the word temperament. 

Temperament, then, is a condition of body and 
mind resulting from the predominance of a certain 
class of organs and functions. The bone and mus- 
cular system gives motive power; therefore when 
it predominates we have what is called the Motive 
Temperament. The vital and nutritive system sup- 
plies vitality; therefore when it predominates we 
have what is called the Vital Temperament. The 
brain and nervous system gives sensation and men- 
tal power; therefore when it predominates we have 
what is called the Mental Temperament. 

The predominance of any of these systems or 
temperaments exerts a distinctive influence over 
every appetite, feeling, faculty, and sentiment; that 
is to say, an element of mind of a given strength, 
will have a different manifestation under one tem- 
perament than under another. 

As there are three distinct temperaments, so each 
element of the mind has three distinct properties: 
stability, activity, and warmth or impulse. The 
property of stability is given by the Motive Tem- 
perament; the property of warmth or feeling, that 
becomes brilliancy in the intellect, is supplied by the 
Vital Temperament; the property of activity is sup- 
plied by the Mental Temperament; because of this, 
the whole cast of mind and character is controlled 
by the predominating temperament, as modified by 
the others. 



CONSTITUTIONAL DIFFERENCES 181 

The Motive Temperament 

The Motive Temperament is characterized phy- 
sically by a body tall, spare, and angular ; the bones 
large and long; the joints heavy; muscles and liga- 
ments strong, compact, fiberous, and containing very 
httle adipose tissue. The head is usually high above 
the ears, heavy back, prominent over the eyes and 
flat on the sides. The features are generally angu- 
lar; nose prominent — usually Roman; upper lip 
long ; mouth clear cut and usually cold ; cheek bones 
high; jaws firm; teeth large; chin broad; hair and 
skin usually coarse, more often dark than light. 
The walk, manner, and gestures are all character- 
ized by angularity, directness, and firmness; the 
mentality by force, energy, determination, will 
power, and a practical intellect. 

The Motive Temperament gives aggressiveness 
to energy, stability to feeling, iron to will, firm- 
ness to conviction, constancy to sentiment, applica- 
tion to thought, and reliability to character. Per- 
sons of this temperament are natural leaders rather 
than followers. They will rule rather than be ruled. 
They are men for the field rather than the office, 
for business rather than books. They must work 
where they can get hold with both hands. They 
make strong friends and unrelenting enemies. They 
are the makers and builders of nations. They lead 
armies, tunnel mountains, and supply the motive 
power that moves the world forward. 

Where this temperament combines strongly with 
the Mental, there is a tendency toward deep study. 



182 PSYCHOLOGY OF SUCCESS 

original investigation, independence of thought, and 
bluntness of expression. Persons of this tempera- 
ment, with a strong moral nature, are natural re- 
formers, the makers of public sentiment, the found- 
ers of new schools of thought, political parties, and 
religious denominations. Where this temperament 
is combined with strong Vital and weak Mental, it 
gives a strong, well-nourished, fiberous body, well 
rounded muscles, heavy coarse physique and fea- 
tures, with small brain. The Motive Temperament, 
supported by strong mental and vital qualities, pro- 
duces the most pronounced and influential charac- 
ters. The fervency of the Vital and the thought and 
activity of the Mental are driven forward by the 
energy of the Motive. The world's great leaders 
have usually had this combination. 

Boys and girls of the Motive Temperament grow 
very rapidly, have large hands and feet, and angu- 
lar, unbalanced features, that often produce a home- 
ly, gawky expression. They early manifest pro- 
nounced traits of character, and if the base of the 
brain is heavy, are willful and selfish. They cannot 
be driven, are not easily persuaded, and are there- 
fore difficult to control ; but if the principles of law 
and justice be instilled by birth and education, they 
early become a law unto themselves and others. 
They are often dull and even stupid as students, but 
if the inherent tendencies are good and the brain 
well developed, at about the age of seventeen, the 
mind will become more active and the lines of the 
face will assume more of harmony. 



CONSTITUTIONAL DIFFEEENCES 183 

Children of this temperament, by their individ- 
uahty of mind, originahty of thought, independence 
of method, and freedom of soul, often develop into 
noble characters and become leaders of men. Such 
was the career of "the rail-splitter," who became 
the tallest post of his nation. As the predominance 
of this temperament gives strength, power, and sta- 
bility to both the physical organization and the mind, 
so its deficiency produces the opposite condition. 
Persons in whom the Motive Temperament is weak, 
not only lack the bone and the muscle to give phy- 
sical stature and strength, but all of their mental 
powers are wanting in the element of stability. The 
energies are spasmodic, the feelings impulsive and 
unstable, the morals are variable, and the character 
changeable. Such persons may will to do right, but 
the will is insufficient to resist heavy pressure. The 
mind may be brilliant, but it will lack application, 
stability, and fixedness of opinion. 

The Vital Temperament 

The Vital Temperament is characterized physical- 
ly by roundess and plumpness. The bones are rela- 
tively light and short, the muscles full, producing a 
short, round build and form. The chest is deep, 
abdomen full or protruding, limbs tapering, hands 
and feet short and relatively small, head round and 
face oval. The complexion is usually florid, but 
sometimes dark; hair and skin fine and soft, and 
eyes more often light. The walk, gestures, and ac- 



184 PSYCHOLOGY OF SUCCESS 

tions are all characterized by roundness, harmony, 
and ease, rather than intensity or angularity. 

The Vital Temperament gives spasmodic action 
to the energies, warmth to the feelings, relish to the 
appetites, sagacity to Acquisitiveness, fervency to 
Veneration, ardor to sentiment, buoyancy to Hope, 
vividness to imagination, brilliancy to intellect, and 
vivacity to the soul. Those in whom this tempera- 
ment predominates are warm-hearted, genial, good- 
natured, companionable, and live largely in the ap- 
petites and feelings. They are financiers. They 
control the money markets of the world and have 
natural aptitude for business. They excel as hotel- 
keepers, bankers, brokers, office men, and politicians, 
and succeed in almost any place where business tact 
and versatility are required; but do not like, and 
are not fitted for, heavy manual labor. 

Where the Vital and the Motive Temperament 
are both strong, power is combined with Warmth 
and emotion. When the Vital and the Mental are 
both strong — a combination more often found in 
women than men — there is usually great warmth 
of feeling and altitude of sentiment, with refine- 
ment, artistic taste, and literary ability. Public 
speakers of this temperament are entertaining, emo- 
tional, and eloquent. 

Boys and girls of the Vital Temperament are 
well formed, bright, happy, mischievous, selfish, san- 
guine, and loving. They have strong appetites, but 
are not very willful. They usually learn easily, 
but prefer play to hard work or constant study. 



CONSTITUTIONAL DIFFERENCES 185 

They should be trained in stability, persistency, and 
application. They should be taught how to con- 
trol, and the importance of controlling the appe- 
tites and passions. They should understand that 
they have too much of self-love, appetite, and feel- 
ing. 

Those in whom the Vital Temperament is weak 
are correspondingly deficient in vitality and buoy- 
ancy; the appetites and feehngs are all tame; the 
intellect lacks brilliancy; the sentiments, vivacity; 
and the whole nature is cold and unemotional. 

The Mental Temperament 

The Mental Temperament, depending upon the 
predominance of the brain and nervous system, is 
characterized by a brain relatively large. The bones 
are slight and sharp; the muscles fine, fibrous, and 
compact, producing a form characterized more by 
sharpness and delicacy than plumpness, strength, or 
angularity. The forehead is usually high and 
broad ; the features fine and sharp ; the chin pointed ; 
the eyes keen; the hair and skin fine, thin, and soft; 
the countenance animated ; the expression vivid ; the 
voice high keyed and flexible; the step and every 
motion quick, active, and intense. 

This temperament is characterized mentally by 
intensity, sensitiveness, refinement, sentiment, poetic 
imagination, artistic finish, mental application, intel- 
lectual efficiency — in short, a predominance of mind, 
feeling, soul, and animation. Persons of this tem- 
perament usually have a natural tendency toward 



186 PSYCHOLOGY OF SUCCESS 

the good, but when bad are the worst of villains. 
They are overly intense in their feelings, and prone 
to overdo. They are usually ambitious, thoughtful, 
studious, and by nature inclined toward study, books, 
and mental labor, or light mechanical work. 

Children of the Mental Temperament are pre- 
cocious by nature. They have large brains, bright 
minds, and expressive eyes. They are fond of 
study, anxious to learn, and old for their years. 
They are often ^'teacher's pet and parents' pride"; 
but unfortunately the body is usually weak, and the 
large brain soon exhausts the oil of life. By a hot- 
house system of education, thousands of these prom- 
ising ones fail in physical development or die pre- 
maturely. Physical culture is what they need first, 
last, and all the time. The diet should be whole- 
some, nutritious, and void of all stimulants and 
condiments. If a strong body is developed, the mind 
will mature later. 

As the Mental Temperament gives the natural 
tendency toward study, thought, imagination^ and 
sentiment, its deficiency produces opposite charac- 
teristics, making one slow of action and dull of com- 
prehension, low in ambition, commonplace in senti- 
ment, and deficient in mentality. 

The Balanced Temperament 

A harmonious organization is for all require- 
ments of life by far the best, but does not neces- 
sarily give true greatness or power, since the three 
elements, or temperaments, may be well balanced in 



CONSTITUTIONAL DIFFEEENCES 187 

relative strength, but all weak. In this case we have 
all-round weakness. Thus greatness requires a 
strong development of all the temperaments; the 
strong Motive to give length and strength to bone 
and muscle, erectness to carriage and power of en- 
durance; the strong Vital to generate vitality, sup- 
ply nourishment, and warmth ; the strong Mental to 
give sensation, animation, feeling, intellect, and 
sentiment. All the temperaments must be strong to 
supply in a high degree to each element of the mind 
the three properties of strength, warmth, and in- 
tensity. 

Activity and Intensity 

The natural activity and intensity of people dif- 
fers. This difference is due to the combination of 
temperaments being greatest where the Mental and 
Motive combine with high Organic Quality. The 
physical indications of Activity are length, slender- 
ness, and angularity. Those having a long slender 
form, long hands, feet, features, and brain are quick 
in every motion, with a mind correspondingly active 
and intense. Persons of marked Activity work fast, 
get angry quickly and are soon over it. They think 
rapidly, see the point at once, and decide in a mo- 
ment upon the course to be pursued. 

Where Activity is low, the movements are all 
slow, the feelings respond only after long agitation, 
and the mind seems dull because so slow in its proc- 
esses. If they are compelled to hurry, the worry 
causes so many mistakes as to retard progress. 



188 PSYCHOLOGY OF SUCCESS 

Excitability and Emotionality 

The natural excitability, like the activity, differs 
in different persons ; it is also the result of a combi- 
nation of temperaments, being greatest where the 
Mental and the Vital combine with high Organic 
Quality. It is indicated by sharpness of features 
and roundness of build; fine wavy or curly hair; a 
nervous, restless expression, and a complexion that 
glows one moment and pales the next. Excitability 
gives flash to the intellect, and feverish action to all 
the feelings, emotions, and sentiments, and often 
enables a public speaker to be far more impressive 
and influential than his thought would warrant. 

Persons in whom Excitability is strongly marked 
are very susceptible to impressions. Their whole 
nature can be set in vibration in a moment. In 
time of danger they often become panic stricken. 
Such persons are first to enthuse in politics, reform, 
or religion. Unfortunately they are usually first 
to fag out under heavy pressure, or backslide when 
the excitement is over. Where Excitability is de- 
ficient, the feelings lack responsiveness, the senti- 
ments emotionality, and the intellect brilliancy. Per- 
sons so constituted are cool, calm, deliberate, self- 
possessed, and calculating. 



CHAPTER VIII. 

ORGAN AND FUNCTION.: 

Throughout all animate life, organ and function 
are inseparably related. The strength of one is the 
measure of the other. Increase or diminish either 
and we cause a corresponding change in the other. 
As long as the soul, the ego, is functioning through 
a body, it is limited and controlled in its every mani- 
festation, in its every vital function and mental ele- 
ment, by the vital organs and the brain centers. 
Each of the vital functions and elements of the 
mind are carried on by means of a certain part of 
the body or the brain called its organ. Thus the 
alimentary canal, stomach, liver, pancreas, etc., are 
the organs by means of which the function of di- 
gestion is performed. The heart and its appendages 
of arteries and veins are the organs of circulation. 
The lungs and the skin form the organs of respira- 
tion. In like manner, the brain and nervous system 
are the organs of motor action, volition, sensation, 
and mentality. As each of the vital functions has 
its special organ in the body, so each of the five 
senses and the several elements of the mind has its 
special nerves and nerve centers in the brain, the 
functional power of which determines the strength 
of the element. 

189 



190 PSYCHOLO&Y OF SUCCESS 

The Function of the Brain 

The brain is often spoken of by psychologists as 
the organ of the mind. This is true, but it is not the 
whole truth. It is also the organ of the body, for 
each of the vital organs has its center in the brain. 
Moreover, the brain is the organ of the muscles; 
for every muscle in the body is governed by a motor 
center in the brain. Physiologists, observing this 
fact, have through repeated experiments located 
many of these motor centers, and given us maps and 
charts of the brain indicating the centers that con- 
trol the action of the principle muscles. Having 
.thus established the motor functions of the brain, 
they have been inclined to discount the claims of the 
psychologists and phrenologists that have also ex- 
perimentally demonstrated the relation of brain cen- 
ters to special elements of volition, sensation and 
intelligence. Now the mistake made by the physi- 
ologists and psychologists is not in what they have 
each demonstrated, but in what they have denied 
the other. The fact is, that the brain, like the spinal 
cord, is composed of interwoven motor and sensory 
nerves, and is the seat of motor action, vital func- 
tioning, volition, sensation, and mentality. This fact 
fully comprehended, explains the seeming contra- 
dictions between the claims of investigators. 

Another fact worthy of notice in this connection 
is that the motor centers and the mind centers, so 
far as known, that are related in function, are as- 
sociated in the brain. For instance, a comparison of 



ORGAN AND FUNCTION 191 

any good physiological chart of the brain with a 
phrenological chart will show that the motor centers 
controlling the muscles of the hands and the arms 
occupy the same place in the physiological chart that 
Constructiveness does in the phrenological chart. 

Physical and Mental Culture 

The foregoing propositions explain the anatomical 
and the physiological relations between physical and 
mental culture. Educators have long recognized the 
importance of athletics in mind building. Physical 
culturists are beginning to recognize that the build- 
ing up of motor centers in the brain through proper 
mind and motor activities is the most important part 
of physical culture. The activity of the motor 
nerves increases the blood supply to the brain center 
that is functioning, and thus feeds the mind centers. 
In like manner, wholesome mental, emotional, and 
volitional activities increase the blood supply to the 
motor nerves. Thus physical culture becomes con- 
ducive to mind power, and proper mental activity 
increases motor or physical strength. 

Experience proves that the best results in educa- 
tion require a uniform simultaneous development 
of both the motor and the mind centers. If the mind 
centers are trained in excess of the motor centers 
during the first twenty years of life, as is the tend- 
ency of modem education, the motor centers are 
dwarfed, resulting in physical weakness, limited re- 
cuperative power and, consequently, limited activi- 
ties and capabilities. On the other hand, if the 



192 PSYCHOLOGY OF SUCCESS 

motor centers are exercised mainly during the first 
twenty years and the mind centers are allowed to 
remain dormant, the latter will fail in development 
and thus limit the mind power for life. 

Yoga Practice 

The wise men of India, recognizing the influence 
of motor and bodily activities upon mind states and 
the effects of mental activities upon vital functions, 
have learned to employ each in the training and 
development of the other. By these methods, known 
as Yoga Practices, they secure harmonious develop- 
ment and attain some marvelous results. We in 
the Western world are not so wise or successful in 
our efforts. We try to build mind and character 
largely by stuffing with facts, ideas, and ideals, with 
the result that we exhaust mind centers rather than 
build them. We measure education too largely by 
the facts mastered, the studies taken, and the de- 
grees won, rather than by mind-power built and 
soul-growth attained. The educational system of 
the future will embody the wisdom and the methods 
of the Yogi. The educated man of the future will 
be harmoniously developed, strong of body, vigor- 
ous of mind, pure in emotions, pronounced in con- 
victions — a soul in tune with the Infinite. 



CHAPTER IX. 

THE PRIMARY ELEMENTS OF MIND. 

In a previous chapter mention was made of the 
fact that the human mind is not a unit or simply the 
expression of intellect, sensibilities, and will; but 
that these are differentiated into many propensities, 
feelings, faculties, and sentiments, each of which 
performs a distinctive function in the process of 
mentation and is therefore a primary element of 
mind and character. This differentiation of mind 
into many elements may be illustrated by reference 
to light and color: Thus the pure white ray in its 
first division forms the three primary colors of red, 
blue, and yellow. The differentiation of these form 
the seven colors of the spectrum. By the combi- 
nation and the differentiation of these seven, all 
colors, shades, tints, and hues are formed. In like 
manner, mind in the abstract corresponds to the 
white ray. In its first differentiation it forms the 
three basic elements of intellect, sensibilities, and 
will. These are divided into seven groups of ele- 
ments. These seven groups of elements are com- 
posed of forty-three or more distinctive functions 
which in their combination and differentiation pro- 
duce all the varied powers, thoughts, desires, feel- 
ings, impulses, sentiments, memories, and experi- 

193 



194 PSYCHOLOGY OF SUCCESS 

ences that make up the phenomena of mind, con- 
sciousness, and character. 

Names and Groups of Elements 

The following list of names, definitions, and classi- 
fications of the primary elements of the mind is in a 
sense arbitrary; but it is suf!iciently accurate for 
practical purposes. It is based upon the natural as- 
sociation of elements having a similar function to 
perform. Its value will become more apparent as 
we proceed in the study of the several groups of ele- 
ments and their relation to mind and character. 

The Selfish Propensities 

ViTATiVENEss — Love of life; dread of death; longevity. 
Courage — Combativeness ; boldness; defiance; resistance. 
ExECUTiVENESS — Destructiveness ; energy; push; severity. 
Alimentiveness — Appetite; relish for food; hunger. 
BiBACiTY — Thirst; relish for liquids; love of vt^ater; bathing. 
Acquisitiveness — Desire to accumulate, save, hoard; frugality. 
Secretiveness — Eeserve; discretion; policy; self-control. 

The Social Feelings 

Amativeness — ^Love between the sexes; passion. 
Conjugality — The mating instinct; union for life. 
Parental Love — Attachment to offspring, pets, animals. 
Friendship — Adhesiveness; love of friends and society. 
Inhabitiveness — Love of home and country; patriotism. 

The Aspiring Sentiments 

Caution — Carefulness ; prudence ; apprehension. 
Approbativeness — Ambition ; pride ; sensitiveness. 
Self-esteem — Self-reliance ; self-respect ; dignity. 
Firmness — Stability; decision; tenacity of will. 
Continuity — Constancy ; application ; continuance. 

The Semi-Intellectual Sentiments 

CoNSTRUCTiVENESS — Power to construct ; ingenuity. 
Ideality — Taste; fancy; refinement; love of the beautiful. 
Sublimity — ^Love of grandeur; expansiveness. 



PEIMARY ELEMENTS OF MIND 195 

Imitation — Power to copy, pattern after; mimicry. 
MiRTHFULNESS — Wit; humor ; love of fun; drollery. 
Agreeableness — Suavity; urbanity; pleasantness. 
Human Nature — Intuitive perception of character. 

The Perceptive Faculties 

Individualitt — Perception of the separateness of things. 
Form — Perception and memory of forms, faces, shapes, etc. 
Size— Perception of magnitude, size, measurements, etc. 
Weight — Perception of the law of gravity; balancing power. 
Color — Perception of colors, hues, tints. 
Order — System; love of method; arrangement. 
Calculation — Perception of numbers and their relations. 
Locality — Perception and memory of places. 
Eventuality — Memory of events; power of recollection. 
Time — Cognizance of duration of time; memory of dates. 
Tune — Sense of harmony, tones; love of music. 
Language — Power of expression; memory of words. 

The Reasoning Faculties 

Causality — Conception of causes; originality; reason. 
Comparison — ^Power to compare, analyze, criticise. 

The Moral Sentiments 

Conscience — Integrity; love of right; sense of justice. 
Hope — Buoyancy; expectancy; confidence in the future. 
Spirituality — Faith; credulity; spiritual intuition. 
Veneration — Eeverence for Deity, things sacred, relics. 
Benevolence — ^Kindness; sympathy; tenderness; charity. 

Primary Elements All Good 

All of the primary elements of mind have a nat- 
ural sphere of activity in a well directed life. There 
are no "bad propensities" in an unperverted nature. 
It is the abuse of a power that leads to wrong do- 
ing. Through habitual abuse, any propensity, feel- 
ing, faculty, or sentiment may become perverted and 
abnormal in its influence. Thus Acquisitiveness in 
its normal expression impels to frugality and thrift ; 
perverted it leads to avarice and greed. Self-esteem 
gives self-respect and dignity ; perverted it produces 



196 PSYCHOLOGY OF SUCCESS 

egotism. Veneration in its normal state gives rever- 
ence and true devotion; perverted it leads to re- 
ligious fanaticism. 

The moral and religious sentiments, the social 
feelings, and the esthetic faculties are as susceptible 
to misuse or abuse as the propensities; but their 
abuse is not so frequent or so noticeable, because 
it does not so materially affect others. In the strug- 
gle for existence the propensities are constantly ac- 
centuated, resulting in abnormal selfishness. This 
frequent perversion of the elements of self-preser- 
vation has led to the commonly accepted but errone- 
ous idea of *'bad propensities." 

The Alphabet of the Mind 

As previously indicated, each of the primary ele- 
ments of the mind performs a distinct function in 
the processes of mentation. As before illustrated 
by the tones, an element always represents the same 
impulse; but as combinations of tones form chords 
in music, so combinations of primary impulses form 
powers of mind. Thus perception, tact, reason, 
judgment, sagacity, frugality, thought fulness, so- 
ciability, cruelty, honesty, morality, tastes, and tal- 
ents are not primary elements, but qualities and 
powers of mind and character resulting from the 
combined activity of several elements. 

When the foregoing proposition is fully compre- 
hended, it explains the whole phenomena of human 
nature. To make it very simple, another illustra- 
tion may be used. Our language is composed of 



PEIMARY ELEMENTS OF MIND 197 

fifty primary sounds represented by twenty-six let- 
ters. In like manner, the mind is composed of forty- 
three or more elements, each of which always stands 
for a certain principle in mind or character. As the 
twenty-six letters, with their modifying sounds, ad- 
mit of endless combinations in the formation of 
words, so the forty-three elements of the mind, 
modified by temperament, admit of endless variety 
in mentation and formation of character. As it re- 
quires two or more letters to produce a word, so it 
requires the activity of two or more elements to 
produce a thought, impulse, or trait of character. 
As letters combine to form words, words sentences, 
and sentences the expression of a thought, so pri- 
mary impulses combine to form thoughts and emo- 
tions, which in their united activity produce the 
stream of consciousness. 

The student who would master a language, first 
learns its alphabet and primary sounds; then he is 
able to form these into words, and words into sen- 
tences. So the student of human nature should 
first learn the true function of each of the primary 
elements of mind, after which he will be able to 
combine these and spell out character. As a given 
association of certain letters always produces a cer- 
tain word, which is easily pronounced by one know- 
ing the sound of each of the letters, so the associa- 
tion or co-ordinate action of certain elements of the 
mind always expresses certain traits of character, 
which will be readily apprehended when the function 
of each primary element is understood. 



198 PSYCHOLOGY OF SUCCESS 

In the following paragraph will be found the 
principal elements that combine to produce some of 
the more common traits of character. These will 
serve to further illustrate the operations and proc- 
esses of the mind and possibly be helpful to the stu- 
dent in spelling out similar combinations. 

Force and Energy 

Good health, vigorous circulation, and a good de- 
velopment of the Motive Temperament, form the 
physical basis of force and energy. Strong Cour- 
age and Executiveness supply the mental stimulus 
of energy. Firmness and Continuity give it con- 
stancy and persistency. When these elements are 
deficient, and the vital force is low, laziness and in- 
activity are the result. 

Sagacity, Policy, and Deceit 

Strong Secretiveness, Caution, and Approbative- 
ness, combined with a practical intellect and weak 
Conscience, form the basis of these traits. If Ac- 
quisitiveness is strong, deception is more likely to 
be in the direction of money getting; if Self-esteem 
is strong, the policy will be in the direction of per- 
sonal power and prestige. Where the elements 
named are deficient, they produce the opposite traits 
of indiscretion, frankness, recklessness, and sus- 
ceptibility. 

Financiering Ability and Avariciousness 

Strong Acquisitiveness, sustained by Executive- 
ness, Courage, Self-esteem, and Hope, and directed 



PEIMARY ELEMENTS OF MESTD 199 

by Secretiveness, Caution, and the intellectual facul- 
ties, form the basis of money-making power. This 
combination, with weak Benevolence, leads to ava- 
riciousness. 

Sociability, Clannishness, and Jealousy 

Strong Amativeness, Friendship, Approbative- 
ness, and Self-esteem, with moderate Causality and 
Benevolence, give that form of sociability that is 
limited to a class, and makes one clannish. Strong 
Selfish Propensities always tend to make the social 
nature selfish and clannish. Conjugality and Ama- 
tiveness when disturbed, or when robbed of the ob- 
ject of their attachment, produce the feeling of 
jealousy, which is greatly intensified by strong Ac- 
quisitiveness, Self-esteem, and Approbativeness. 

Will-Power and Self-Control 

Strong Firmness, Secretiveness, Courage, and 
Self-esteem, with moderate Caution and an unex- 
citable temperament, form the basis of will-power 
and self-control. Men of indomitable will are usu- 
ally of the Motive Temperament, with the fore- 
going elements strong. A deficiency of these, es- 
pecially when associated with an excitable or an 
emotional temperament, produces a vacillating, 
changeable, diffident, susceptible character. 

Stability and Integrity 

Strong Conscience, Firmness, and Continuity, 
with moderate propensities and a good degree of the 
Mental Temperament, give stability and integrity; 



200 PSYCHOLOGY OF SUCCESS 

while a deficiency of these elements, with strong 
propensities, results in waywardness and worldli- 
ness. 

Dignity and Pomposity 

Strong Self-esteem, Firmness, Courage, and a cul- 
tured mind, produce dignity. Self-esteem, Appro- 
bativeness, and Sublimity, with moderate intelli- 
gence, produce egotism; and if Courage and Lan- 
guage are also strong, a domineering, boisterous, 
braggadoccio spirit. The deficiency of the elements 
here named produces a submissive, bashful, self-con- 
scious, dependent character. 

Ambition, Pride, and Vanity 

Strong Approbativeness, Self-esteem, Ideality, 
Sublimity, Courage, and Executiveness, give ambi- 
tion and a sense of personal pride. When uncon- 
trolled by the intellect and the Moral Sentiments, 
this combination results in vanity. The deficiency 
of these elements produces an unaspiring, unassum^ 
ing, unprogressive nature. 

Managing Ability and Generalship 

Strong Executiveness, Courage, Secretiveness, 
Self-esteem, Firmness, Constructiveness, Hope, and 
a practical intellect give managing ability and gen- 
eralship. 

Tact and Practicability 

Strong Perceptive Faculties, a good memory with 
strong Comparison, Constructiveness, Executive- 



PEIMAEY ELEMENTS OF MIND gQl 

ness, Secretiveness, and fair Caution, make one 
tactful, matter-of-fact, and practical; this combina- 
tion with strong Causality added, forms the basis 
of sound judgment and level-headedness. 

Honesty and Loyalty 

Strong Conscience, Veneration, and Benevo- 
lence, with moderate Secretiveness and Approba- 
tiveness incline to honesty and loyalty. Reverse 
this order and the combination produces a hypo- 
critical, deceitful tendency. 

Seriousness and Melancholy 

The pessimistic tendency usually accompanies 
weak Mirthfulness and Hope, indigestion or a dis- 
ordered liver, and is more often found among 
those of dark complexion, hair and eyes. Strong 
Hope and Mirthfulness, accompanied by good 
health, tend to produce a buoyant, jubilant, happy- 
go-lucky spirit. 

Imagination and Creative Fancy 

Strong Ideality, Spirituality, Sublimity, Human 
Nature, Constructiveness, Comparison, Causality, 
and Imitation, with fine Organic Quality and an 
active temperament, give creative fancy and the 
powers of mental imagery. If the Perceptive 
Faculties are also strong, there will always be a 
''^ination will be idealistic, visionary, and poetic. The 
^ practical side to the imagination; otherwise imag- 
deficiency of these elements produces a prosaic, 
matter-of-fact, commonplace character. 






202 PSYCHOLOGY OF SUCCESS 

Skeptical vs. Credulous 

Strong intellectual faculties, especially Causality, 
with weak Spirituality, Veneration, Ideality, and 
Sublimity, with moderate Caution and strong 
Secretiveness, tend to produce a skeptical, critical, 
unbelieving turn of mind. This combination re- 
versed produces a credulous, unsuspecting tendency. 

Perception 

Good perception is the result of the combined 
activity of the several Perceptive Faculties, — Indi- 
viduality, Form, Size, Weight, Color, Order and 
Calculation. These are the doors through which 
the mind takes cognizance of objective things. If 
one of these faculties is weak, perception will be 
correspondingly defective in this quality. Where 
all are weak, perception is poor, and even though all 
the five senses are good, the man so constituted, 
with perfect eyes does not see, and with good ears 
fails to hear. In other words, he fails to perceive 
what he sees and what he hears. 

These combinations might be extended indefi- 
nitely; but the foregoing are sufficient to guide the 
student in combining elements. In subsequent 
pages, we shall study the several groups of elements, 
indicate their functions and influence, and suggest 
methods for the specific cultivation and restraining 
of each. 



CHAPTER X. 
THE SELFISH PROPENSITIES. 

The Selfish Propensities, consisting of Vitative- 
ness, Courage, Executiveness, AHmentiveness, 
Bibacity, Acquisitiveness, and Secretiveness, have 
their centers in the middle lobe of the brain and 
find expression in the middle and lower part of the 
face. Their natural strength is indicated by the 
width of the head between and around the ears, 
and the width and prominence of the cheek bones, 
nose, and jaw. Where the base of the brain and 
the middle part of the face are very broad and 
heavy, these propensities are usually strong and 
dominant in the character. When this part of the 
head and face is narrow and thin, these elements 
are usually correspondingly weak. 

The Selfish Propensities, as the name implies, arc 
those instincts and forces in man's nature that pro- 
vide sustenance and preserve life. Placed in a 
world of the survival of the fittest, surrounded by 
constructive and destructive forces, in the midst of 
ever-changing environments, man would indeed be 
a pitiable creature, were he not endowed with the 
instincts of self-preservation. 

These propensities give man the love of life, 
203 



204 PSYCHOLOGY OF SUCCESS 

making any existence better than no existence; the 
reHsh for food; the mine and thine feehng; also 
force, courage, energy, and discretion. Their 
normal action is as legitimate as reverence or ven- 
eration. In man's present state of development 
they are often perverted, which results in intemper- 
ance, animality, hatred, cruelty, sordidness, malice, 
revenge, avarice, and other forms of selfishness. 

The predominance of the Selfish Propensities, 
even in their normal activity, produces a character 
in which selfishness is the ruling motive. They 
modify and color every other element of mind. 
They poison love with jealousy, and friendship 
with personal interest. They bias conscience, 
check benevolence, prejudice judgment, and make 
self the center of interest. A person so endowed, 
especially if Self-esteem is strong, is naturally self- 
centered. Everything he has is a little better than 
similar things belonging to others. His children, 
his home, his horses, or his business are superior 
in his judgment, to those of his neighbors. Every 
act, whether of friendship, business, or diplomacy, 
has a string to it that connects with personal in- 
terests. He judges other folks by himself and 
honestly believes that everybody is selfish. Even 
his religion is better than any other, and he expects 
a reward in heaven. 

When the Selfish Propensities are weak, the char- 
acter is lacking in self-preservation and self-inter- 
est; is deficient in energy, courage, and appetite; 
in the hoarding instinct, discretion, and mental or 



THE SELFISH PROPENSITIES 205 

moral reservation. Persons so constituted are too 
candi'd and trusting, too tame to be effectual, and 
if Benevolence is strong, too generous in all ways 
for the practical, every-day affairs of life. A 
knowledge of these propensities and their effects 
upon mind and character lies at the foundation of 
all reform; for all reforms have for their ultimate 
object, the subjection of these elements to the con- 
trol of the Moral Sentiments. The intellectual and 
moral in man must have dominion over the emo- 
tional and the animal, to make the ideal state of 
society possible. The use and abuse of these pro- 
pensities will be better understood as we study each 
separately. 

Vitativeness 

Vitativeness is the basic instinct of self-preserva- 
tion in man and animals. It gives love and tenacity 
of life, and a dread of death. Men differ in their 
hold upon life. Some give up at the approach of 
disease and become reconciled to death; such have 
this propensity weak. Others resist sickness with 
hope and courage, fight everything that threatens 
life and by this mental resistance often recover 
from disease or injury that would have proved fatal 
to one endowed with weak Hope, Courage, and 
Vitativeness. 

Vitativeness, like each of the other primary ele- 
ments of the mind, exerts a specific influence over 
every other element, and by its relative strength 
modifies the character as a whole. It gives incen- 
tive to action, thereby quickening Executiveness and 



306 PSYCHOLOGY OF SUCCESS 

Courage. It incites Alimentiveness for its susten- 
ance, Acquisitiveness for its provision, and Caution 
for its protection. It combines with the Social 
FeeHngs in the enjoyment of the emotions ; with the 
Semi-intellectual Sentiments to perfect and beautify 
the Hfe; with the Moral Sentiments in the hope for 
eternal life. 

To cultivate Vitativeness, place a higher estimate 
upon life and its privileges. Strive to perfect the 
health, that all the vital functionings may add their 
portion to the joy of living. Seek to quicken the 
feelings through proper affections for loved ones, 
home, business, and country, so as to make living 
worth while. Feed the mind and perfect the senti- 
ments, that every mental image may give pleasure, 
every impulse joy, and every sentiment beauty, that 
life may have added charm. Say to the self, "I 
have much to live for. I have a strong grip on 
life. I draw my daily supply from the Infinite. 
By His indwelling presence I resist disease and 
death." To restrain Vitativeness, avoid a morbid 
love of life and dread of death; think less of self 
and existence and more of achievements. Learn to 
contemplate the change called "death" as a birth 
into a new and higher state of existence — a way of 
attainment. 

Courage 

Courage, also called Combativeness, gives energy, 
force, enterprise, bravery, fearlessness, and mental 
momentum. It is one of the primary impulses of 
volition and action. It gives the inclination to work 



THE SELFISH PEOPENSITIES 207 

with hands or head, to meet and overcome opposi- 
tion, to surmount difficulties, to defend personal 
rights, opinions, principles, and convictions. It is 
the primal force that protects life, self-interest, 
loved ones, home, and country. 

Persons in v^hom Courage is strong, enjoy action, 
argument, contention, and where the Organic Qual- 
ity is low, are not averse to quarreling and fighting. 
Even when refined and highly educated, they de- 
light in dee,ds of valor and militarism, and admire 
the heroes of battle. If Executiveness is also 
strong, they take a real delight in hunting, killing, 
and destroying. Where this element combines with 
a strong moral nature, it gives great force of char- 
acter, producing the fearless reformer and pioneer 
in new fields of thought. When combined with 
strong mechanical talent, it gives the energy and 
push essential in engineering and carrying out great 
works of construction. This combination is highly 
essential for the successful business manager, civil 
engineer, contractor, builder, and foreman. 

The direction in which Courage will be mani- 
fested in a given character, depends largely upon 
the nature or relative strength of the other elements. 
When the Moral Sentiments and intellect are weak 
and the other propensities strong, it is likely to find 
expression in mere physical force. When the Moral 
Sentiments and intellect are strong, it will find ex- 
pression in some of the higher vocations. Thus 
Courage combines with every element of the nature, 
manifesting itself most when combined with other 



208 PSYCHOLOGY OF SUCCESS 

Strong elements and showing its greatest deficiency 
when acting with the weaker ones. Deficiency of 
this element makes one timid, diffident, hesitating, 
and passive. If Executiveness is also weak, we have 
the mental basis of constitutional laziness, forceless- 
ness, physical and mental inertia. 

To cultivate Courage, see that the vital forces 
are strong, that there may be the physical basis of 
energy; then mentally encourage an energetic, pro- 
gressive, determined, resolute, combative spirit. 
Undertake and overcome obstacles, meet opposition, 
defend principles, and put will and vim into every 
action. Say to the self, "By the power of the 
Spirit, I have the force and energy to will and to 
do. I can bring things to pass. I am fearless, 
forceful, and resistless in my undertaking." To 
restrain this propensity, pursue an opposite course 
to that indicated for cultivation. Relax, avoid 
argument, be passive, direct the forces to the intel- 
lect, the emotions, and the higher sentiments. 

Executiveness 

Executiveness (also called Destructiveness), as 
the name implies, is emphatically the propensity of 
execution. It is the active principle in energy, 
enterprise, and motive power. It is the projector 
of force, the main spring of aggressiveness. It 
gives the inclination to do, to move, to carry for- 
ward, to cut through, to break down, tear up, kill, 
destroy, and extermmate whatever impedes progress. 



THE SELFISH PROPENSITIES 209 

It is to the mind what the edge is to the tool. It 
gives quickness to action, execution to courage, fire 
to temper, snap to energy, vim to ambition, severity 
to justice, harshness to sentiment, intensity to 
thought, and aggressiveness to character. It is 
closely allied to and the co-worker with Courage. 
These two propensities supply the motive power 
that moves the world of industry, thought, govern- 
ment, and religion. 

When Executiveness is very strong, or perverted, 
especially when unrestrained by strong Moral Sen- 
timents, it leads to cruelty and severity, and in- 
clines one to take a delight in torturing and killing. 
Joseph Francis Gall, the discoverer of Phrenology, 
observing that most criminals were broad-headed 
and had this organ especially large, first called it 
Murder. Later on the name was changed to 
Destructiveness ; but closer study of the normal 
activity, of the function in civilized man, indicates 
that it is more perfectly defined by the word Execu- 
tiveness. It is, however, the basis of anger, hatred, 
and the active principle in revenge; and when com- 
bined with an impulsive temperament, gives rise to 
a quick temper, bitterness, and severity. With low 
Organic Quality, strong Firmness and Continuity, 
this propensity gives malice, continuity of anger and 
hatred, and often finds expression in spite or 
revenge. Among degenerate, savage, and semi- 
civilized people, Executiveness finds expression 
largely in war, the chase, and acts of cruelty. 

In the march of civilization, Executiveness has 



210 PSYCHOLOGY OF SUCCESS 

been a most important factor. Every change that 
has been made by man on the face of the earth, 
every tree felled, every rock blasted, every home 
constructed, every garment formed, every step 
taken in the preservation of life, in the provision 
for its necessities and comforts, and every effort 
put forth in the development of mechanics, arts, 
science, commerce, and government, from the prim- 
itive Eden to the present hour, marks the action of 
Executiveness. This element is as esesntial in the 
struggles of daily life as in the battles of war. Its 
normal sphere of activity is as broad as humanity. 
To cultivate Executiveness, put action into en- 
ergy, force into doing, and see how much can be 
accomplished in a given time. Undertake more 
than you are accustomed to and go through it with 
a rush, putting snap, vim and intensity into every 
action. Have an object in life that makes action 
worth while, then work at it industriously. Lay 
hold of the things that need doing, execute plans, 
take an active interest in public morals or anything 
that will add aggressiveness to character. To re- 
strain this propensity, avoid overdoing; slow down, 
undertake less, rest more, harm nothing. Say, 
^Through the in-dwelling Christ, I have perfect 
self-control. I do not get angry. There is perfect 
peace in my soul. I never quarrel or wrangle, 
irritate or find fault. I can, I will, be kind to 
everything and take time to do my work quietly." 
If these suggestions are repeated often, earnestly, 
faithfully, and with a WILL and DESIRE that 



THE SELFISH PBOPENSITIES gll 

they become a fact, the ideal expressed in them will 
scx>n be realized. 

Alimentiveness 

Alimentiveness or Appetite is the propensity that 
gives relish for food, the desire to eat, and the 
instinct of hunger. It is the steward that chooses 
the quality, the variety, and the quantity of nour- 
ishment needed. In its unperverted state it is al- 
most a sure guide in the selection of foods and the 
quantity to be used and is more to be trusted than 
any set rules of dietetics. Some have by nature 
a very strong appetite and are prone to indulge it; 
others have but httle relish for food and eat more 
from necessity than pleasure. Persons of low 
Organic Quality and strong propensities prefer 
plain, coarse, substantial food. Those of a more 
refined and complex nature prefer complex dishes 
and delicacies. 

The influence of Alimentiveness upon character 
is very marked. In many persons, instead of being 
a servant, it is master. Such are always providing 
something to eat, wondering what they are going 
to have good for dinner, and talking about what 
they relish most. If they have Friendship strong, 
they enjoy entertaining their friends at the table. 
If they have strong Acquisitiveness, they like an 
occupation dealing in provisions. If domestically 
inclined, they are good providers, and with strong 
Benevolence, they take a real pleasure in supplying 
the table of the needy and in dividing delicacies 



^12 PSYCHOLOGY OF SUCCESS 

with the sick and the neighbor. Those in whom 
AHmentiveness is deficient, give too Httle thought 
to eating, and are often irregular at meals. They 
will postpone dinner for business, study, or the 
gratification of any other desire. They are poor 
providers, poor cooks, and have little appreciation 
for variety and can't understand why some folks 
are "always hungry." They are prone to forget 
that the stranger within their gates may be hungry, 
and frequently neglect to offer refreshments even 
to friends. 

Of all the propensities, AHmentiveness is perhaps 
the most uniformly perverted. Only in its normal 
state is it a safe guide in the selection of quality 
and quantity of food. In most persons it must be 
directed by intellect and controlled by will. Under 
a false system of dietetics, food is selected and pre- 
pared mainly for the palate, rather than for nutri- 
tion, resulting in intemperance, mal-nutrition, and a 
host of physical ailments and mental and moral 
obliquities. 

The careful direction of AHmentiveness in chil- 
dren, that it may not become perverted, is a subject 
to which parents should give special attention. If 
little folks have too much meat, it makes them 
carnivorous, quarrelsome, irritable, and accentuates 
the animal nature. If aUowed to use freely of 
condiments, hot sauces, and pickles, they are likely 
to become either nervous or intemperate. Even- 
tually, they demand some stronger stimulant, which 
is usually found in the cigarette and later in alco- 



THE SELFISH PEOPENSITIES 213 

holic drinks. Many a boy has found his way down 
the stream of intemperance, through the Niagara 
of dehrium tremens, into the whirlpool of a drunk- 
ard's hell, propelled by the perverted appetite ac- 
quired at his parents' table, from food prepared by; 
a loving mother's hand. 

To cultivate Alimentiveness, see to it that the 
digestive and assimilative functions are normal. 
Where these are strong, appetite is seldom deficient. 
Food should be carefully selected, for the best is 
relished most. Table furnishings should be attrac- 
tive, and congenial companionship adds greatly. 
Prepare to eat by mentally contemplating the foods 
relished most, striving to realize how much this 
or that would be enjoyed, taste it, sense its flavor, 
train the appetite to discriminate, and in thus dis- 
criminating it will become stronger. To restrain 
Alimentiveness, seek first to remove all unnatural 
hunger and irritation by a fruit and water diet for 
a few days; then select plain, wholesome food and 
place before you a quantity sufficient for the body's 
present needs. Having eaten this, leave the table 
immediately. Avoid stimulants and condiments of 
all kinds. Use freely of pure water between meals. 
Say, "I eat to live. I have perfect control over my 
appetite. I take no more nourishment than is re- 
quired. I select what is needed and take nothing 
merely to gratify the palate. I seek to glorify God, 
not gratify self." Repeat these suggestions before 
and after meals and they will soon bring the appe- 
tite into subjection. 



214 PSYCHOLOGY OF SUCCESS 

Bibacity 

Bibacity is the propensity that presides over the 
use of liquids. It gives the desire for fluids. Its 
expression is thirst. It takes cognizance of and 
gives the reHsh for quantity, quahty, variety and 
flavor, of drinks. It is closely allied to Alimen- 
tiveness and yet quite distinct from it in function. 
One is often strong and the other weak in the same 
person. They combine in presiding over the great 
function of nutrition. Bibacity also gives fondness 
for bathing and for swimming, or living near or on 
the water. When weak, it inclines one to use too 
little liquid or water; when strong, to excessive 
drinking. 

Bibacity, like its companion, Alimentiveness, is 
often perverted, leading to intemperance, and the 
thirst for alcoholic drinks. This perverted state 
may be caused in children and the way prepared for 
future drunkenness, by allowing them to use tea, 
coffee, mild wines, etc. A perverted state of Bibac- 
ity is often transmitted from parents to offspring, 
giving an inherent tendency toward intemperance 
and an abnormal desire for strong drink. Children 
so born, if brought up where they absorb the fumes 
of tobacco and liquor, early manifest an appetite 
for narcotics. 

To cultivate Bibacity, bathe frequently and drink 
abundantly of pure water an hour before meals 
and before retiring. By mentally realizing that 
the deficiency of water leaves the system freighted 



THE SELFISH PROPENSITIES 315 

with impurities, the blood thick and the joints stiff, 
thus paving the way. for all kinds of diseases, and 
then saying to the self, "I need more water. I 
want more water. I am thirsty and I will drink 
more water. I will keep clean the temple of God" 
— the natural desire can be increased. The free use 
of unstimulating, palatable drinks, fruit juices, etc., 
also tends to cultivate Bibacity. To restrain, 
totally abstain from all fermented and stimulating 
drinks. Drink but little with the meals. Abstain 
from pepper, mustard, hot sauces, large quantities 
of animal food, and decrease the use of salt. 

Acquisitiveness 

Acquisitiveness is the hoarding, saving, accumu- 
lating, "mine and thine" instinct. It gives the de- 
sire to possess, to get and hold, — the tendency to lay 
up for future needs, use, or glory. It inclines one 
to earn, trade, speculate, and amass property or 
whatever may be deemed valuable, useful, or desir- 
able. Its primary impulse unrestrained by intelli- 
gence or conscience is to get and keep anything and 
everything that will gratify any other element of the 
mind or satisfy any demand of the life. 

Acquisitiveness combines in its manifestation 
with every other element of the mind, but always 
with the one object of getting and hoarding. It 
works with the Social Feelings to accumulate such 
things as will supply the needs or give pleasure to 
family or friends ; with the Aspiring Sentiments to 
acquire wealth, position, power, or reputation ; with 



316 PSYCHOLOGY OF SUCCESS 

the Semi-Intellectual Sentiments to gather things 
of an artistic or mechanical nature; with the Intel- 
lectual Faculties to gain knowledge; and with 
Benevolence to accumulate money for charitable 
purposes. Owing to these varied ways of expres- 
sion, two persons having the same degree of 
Acquisitiveness may be utterly different in character. 
In one it may appear as the basis of selfishness, in 
the other as a means of philanthropy. In one it 
may give a miserly hoarding instinct, in the other a 
speculative tendency. 

In primitive man this propensity was developed 
through the necessity of laying up in summer a 
sufficient store for winter; and later on it inclined 
him, in the seasons of plenty, to provide for periods 
of want and famine. With the dawn of civilization 
and the consequent increase in man's necessities, the 
tendency to accumulate what would gratify his 
desires increased until it became the master passion. 
It is now the basis of commercialism, — the dominant 
propensity of the age, the abuses of which are appa- 
rent on every hand. To get, to have, to hold, to 
acquire wealth, gold, gold, is the persistent cry and 
insatiable demand of this perverted instinct. The 
affections are frozen, the intellect dwarfed, the 
finer feelings blunted and the moral sentiments 
silenced, in a vain effort to gratify and satisfy this 
monster passion. The normal expression of 
Acquisitiveness in providing for future wants and 
in securing the comforts of life is as legitimate as 
the manifestation of Benevolence or Veneration; 



THE SELFISH PEOPENSITIES 317 

but the abnormal desire to acquire Is the root of all 
evil. 

Acquisitiveness is the essential propensity in 
money-making, and is found strong in nearly all 
successful business men and financiers. When 
uncontrolled it leads to theft, and other forms of 
crime, the direction it will take depending upon the 
other elements of the mind. A man may from 
the sense of pride, be rigidly honest In little things, 
but if given an opportunity will steal a fortune. 
Acquisitiveness is inclined to take what gratifies 
one's desires; thus the student is tempted to steal 
books, the politician votes, the society woman favors, 
and the ambitious man honors. 

When Acquisitiveness is deficient, it leaves one 
unable to compete with his shrewder neighbors and 
makes his earnings an easy prey of the financier. 
Persons so constituted, finding themselves in need, 
are ready to blame the industrial system, luck or 
law, and cry "unfair.'' They become envious and 
jealous of their more fortunate neighbors, and are 
ready to blame everything and everybody for what 
is the natural result of their inability to acquire. 
Our industrial system Is defective and unfair. The 
forces of capital combine much more readily and 
effectively than the forces of labor, so that few 
toilers get their rightful share of the wealth pro- 
duced ; but the principle reason why "some must 
ever slave and toil while others share the wine and 
oil" is found in the natural differences resulting 
from the strength of Acquisitiveness. In evidence 



218 PSYCHOLOGY OF SUCCESS 

of this, let the observer attend a bankers' associ- 
ation and observe the width of the heads an inch 
upward and an inch forward from the top of the 
ear; then go to a pubHc park where a crowd is 
Hstening to a social agitator and observe the narrow- 
ness of the heads over Acquisitiveness, and he will 
have found the primary cause of the difference in 
the condition of these two classes. 

To cultivate Acquisitiveness, place a higher esti- 
mate on values, keep a strict account of all expenses, 
see wherein the smallest amount can be saved, and 
never throw anything away that could be used by 
self or others. Study the markets, the ways and 
means of making money, the lives of financiers, and 
in all ways exercise this propensity. Do a cash 
business, count money often, keep a close tab on 
gains and thus excite to activity other elements of 
the mind to sustain Acquisitiveness. To restrain 
this propensity, pursue an opposite course, think less 
of money and property values, divert the attention 
to other things, and strive at all times to be liberal 
and generous, remembering that it is more blessed 
to give than to receive. 

Secretiveness 

Secretiveness is the primary element in self- 
control. It is the presiding officer that permits or 
inhibits the action of every other feeling, propensity, 
faculty, and sentiment. It especially dominates the 
expression of the emotions. It gives the tendency 
and ability to hide, cover up, keep silent, and conceal. 



THE SELFISH PROPENSITIES 219 

It is very strong in most carnivorous animals, en- 
abling them to creep stealthily upon their prey or 
hide in wait for its appearance. It is not so strong 
in herbivorous animals, since their food does not 
flee at their coming and their mode of self-protec- 
tion is more often by flight than by hiding. Among 
savage tribes of men, Secretiveness finds much the 
same expression as in animals, giving slyness and 
stealthiness of approach, the tendency to avoid open 
warfare, and to creep on the enemy or wait in am- 
bush for the opportune moment. 

Secretiveness, like all the other propensities, has 
its normal sphere of activity in every life. It is 
essential not only as the basis of self-control but in 
self -protection, and in withholding from others 
what should be withheld for their good. "A fool 
uttereth all his mind ; but a wise man keepeth it till 
afterward.'* While the primary office of this pro- 
pensity is concealment, it enters into and gives tone 
and shade to every mental process. It gives discre- 
tion to courage, secrecy and mystery to love, policy 
in friendship and business, cunningness to mirth, 
reserve to sentiment, sagacity to intellect, subterfuge 
to speech, and control to every form of expression. 

Secretiveness is often abused or employed by the 
other propensities to gratify some form of selfish- 
ness. Acquisitiveness uses it for deception in trade, 
by secretly adulterating and diluting, putting cotton 
into wool or silk, peas into coffee, glucose into jams, 
soap-stone into flour, the big berries on top of the 
box, shams and humbuggery into every salable 



220 PSYCHOLOGY OF SUCCESS 

article and misrepresentation into the language of 
the salesman, that he may deceive a customer or the 
credulous public. 

This propensity is often perverted in children by 
deceptions practiced by their parents and elders. 
Savages and children are seldom deceitful except 
by imitation. The perverted manifestation of 
Secretiveness is the basis of hypocrisy. Those in 
whom Secretiveness is strong and Conscience weak, 
are naturally deceitful. They can look pleased 
when annoyed ; be kind and obliging when actuated 
by the most selfish motives; polite and courteous 
when filled with hatred; persuasive and wily in 
language, when deceit is in every breath and a 
demon lurks in the heart. When this propensity 
dominates the character, everything is done in a 
sly, stealthy manner. If Firmness is also strong, 
there is excellent self-control and the power to look 
friend or foe calmly in the eye, assume the manner 
and attitude of candor in the very act of deception. 

Where Secretiveness is weak, or inactive, it leaves 
one unguarded, unreserved, unprotected, too candid, 
too direct, too outspoken, too susceptible to the in- 
fluence of others, and too prone to express every 
feeling and emotion. If of an emotional tempera- 
ment, anger, love, fear, and sentiment will find 
unguarded expression in the presence of friend and 
foe, persons so constituted frequently get into 
trouble by talking too much, or by confiding in 
strangers, meddlers and wily designers. In every 
way they lack policy, discretion, and self-control. 



THE SELFISH PROPENSITIES 221 

To cultivate Secretiveness, remember that to be 
too outspoken, transparent, and communicative, is 
a great misfortune, and mentally supply what is 
deficient in instinct. Say to the self, "By His grace, 
I have perfect self-control. Every emotion, pro- 
pensity and desire is held in subjection to my will. 
I will reveal nothing and express no emotion or 
opinion until it has been passed upon by my judg- 
ment, and received the sanction of reason. I will 
not confide in a friend what could injure me or 
another should he become an enemy." By often 
repeating the foregoing suggestions, and striving to 
control the emotions, Secretiveness can be developed 
to where it will exert a normal influence. To re- 
strain this propensity, cultivate a direct, straightfor- 
ward, candid, unequivocal manner. Give full ex- 
pression to the higher sentiments. Reveal tHe 
inmost thoughts and desires to loved ones and strive 
to be strictly honest in thought, word, and deed. 



CHAPTER XL 

THE SOCIAL FEELINGS. 

The Social Feelings are Amativeness, Conjugal- 
ity, Parental Love, Friendship, and Inhabitiveness. 
Amativeness is manifested through the cerebellum 
or little brain, the size of which is estimated by the 
fullness of the lower back-head and the prominence 
of the skull below and on each side of the bony 
protuberance at the nape of the neck. This pro- 
pensity finds expression mainly in the eyes and 
lower part of the face, chin, and lips. Its normal 
activity is indicated by a pure mouth and rosy lips. 
When perverted it gives a vulgar leer to the mouth. 
All of the other social feelings have their centers 
in the posterior or back lobe of the cerebrum and 
are polarized in the lower part of the face and eyes. 
Their strength is indicated by the size and fullness 
of the back-head, also by the development of the 
lower division of the face. Where this part of the 
face is thin and sharp, and the lips are smooth and 
pale, the emotional nature will be found correspond- 
ingly deficient. When the lower part of the face is 
all strong and well-developed, it indicates good heart 
power and strong affections. Coarseness of this 
part of the face indicates coarseness of the emo- 

222 



THE SOCIAL FEELINGS 223 

tions; while a refined, well- formed mouth and chin 
indicate strong, harmonious, refined affections. 

The Social Feelings are those natural affinities 
that form the attachments between individuals. 
They are the basis of marriage and parentage, 
family ties, society, and fraternal institutions. Their 
predominance makes one affectionate, warm-hearted, 
genial, companionable, and patriotic. Their defi- 
ciency has an opposite effect upon the character. 
Their function and relation to mind and character 
and the importance of their proper training will 
become more apparent as we study each saparately. 

Amativeness 

Amativeness is the primary impulse of sex love. 
It has for its ultimate object the perpetuity of the 
race. It is a propensity common to man and ani- 
mals. Its influence upon mind and character is 
perhaps greater than that of any other feeling. It 
creates in each sex an admiration and love for the 
other, rendering woman more winning, persuasive 
and lovable, man more gallant and affectionate, and 
each more attractive and susceptible to the charms 
of the other. It has inspired some of the most 
noble, self-sacrificing deeds and actuated some of 
the vilest crimes of history. 

Amativeness exerts a peculiar, seductive influence 
over all the other elements of the mind. When 
strong and active, it gives impulse to courage, inspi- 
ration to ambition, sentiment and poetry to thought, 
fervency and animation to character, and fills the 



224 PSYCHOLOGY OF SUCCESS 

whole nature with vivacity, making one magnetic, 
passionate, and positive. When excited it will fan 
force into rage, sooth conscience, destroy all fear, 
reverse the judgment, distort the vision, mislead 
reason, rule and overrule every other element of 
mind and character to gratify its own desires. It 
is marvelous what fools this blind instinct can make 
of intelligent, sane people. It is important that 
everyone should have a knowledge of its nature 
and influence. 

In youth, Amativeness gives desire for the asso- 
ciation of the opposite sex. If this desire is denied, 
it usually results in one of two conditions : arrested 
growth, an unloving, unlovable nature void of 
magnetism and personal charm, or the inhibited 
forces generated by this propensity find expression 
in some form of vice. The proper association of 
the sexes from infancy to old age is conducive to a 
normal, wholesome expression of the affections and 
the highest development of manhood and woman- 
hood, so that for the average youth co-education is 
preferable. 

If other conditions are favorable, strong Ama- 
tiveness adds much to physical strength, mental 
and moral vigor. It makes one loving and mag- 
netic, attractive and attractable, extremely fond 
of the opposite sex and prone to sacrifice every- 
thing to gratify this emotion. If the Moral Senti- 
ments are strong, such persons may be honest and 
faithful in love; but with these deficient, this pro- 
pensity leads to social dissipation, infidelity, and 



THE SOCIAL FEELINGS 22S 

impurity of thought, desire, speech, and conduct. 
To cultivate Amativeness, go much in the society 
of the opposite sex, strive to appreciate their excel- 
lences, and be courteous, and considerate of their 
wishes. Since like excites like, association with a 
loving person will call out this affection more 
quickly and deeply than any law of suggestion. To 
restrain Amativeness, divert the attention to the 
other affections, express more of the Platonic love 
and live less in the emotions generally. 

Conjugality 

Conjugality is the mating instinct — the basis of 
marriage. It differs substantially from Amative- 
ness in this, that it demands the lifelong association, 
constancy, and the utmost fidelity from the object 
of its attachment. Its activity inclines one to 
exclusiveness, and demands the same on the part of 
the mate. Where it is very strong, the possessor 
will suffer much if there is the slightest infidelity 
on the part of the companion; and even the con- 
sciousness that the loved one has ever cared seriously 
for another, pains this emotion. 

Conjugality is the basis of the monogamistic 
tendency in marriage. It is outraged by the thought 
of promiscuity or polygamy. Among savage 
tribes, mating is often for a season; and among 
many people, the plural marriage obtains. Usually 
exclusiveness in love is demanded of women, but 
no such fidelity is required of men. Christianity 
has made sacred the marriage vow and given both 



226 PSYCHOLOGY OF SUCCESS 

legal and moral support to Conjugality; but owing 
to other forces operative in society, statistics indi- 
cate that marriage is on the decline and divorce 
on the increase in Christian America. 

Many present-day conditions oppose the action 
of Conjugality. False notions concerning the re- 
quirements of life, cause many young people to 
want to start on their matrimonial career with all 
the comforts they have been accustomed to at home. 
Young men on a limited salary are unable to do this. 
Many young women are too proud to accept of such 
a home as the young man's income would justify; 
therefore they do not marry. Not having the 
natural incentive to economy, the young man 
spends his salary as he earns it and too often forms 
habits that unfit him for marriage and parentage 
in later years. 

Again, in the American home at least, there is a 
rapid evolution going on, resulting in a change from 
a home life in which the husband is the head of 
the family and the wife and children strictly obey 
his will, to that higher and more desirable state in 
which the wife and even the children have the rights 
of personal choice and opinions. In many homes 
it is difficult for all to comply with the new condi- 
tions. Even the most liberal-minded men can 
hardly free themselves from the hereditary way of 
thinking that in the final settlement of all questions, 
the wife must acquiesce to the husband's opinions 
and wishes. On the other hand, the changed con- 
ditions in the life of woman, her success in the 



THE SOCIAL FEELINGS 227 

business and professional world, and her opportuni- 
ties for self-support, independence, and freedom 
from all the obligations and requirements of wife- 
hood and motherhood, have tended to make her less 
domestic, less inclined to follow the instincts that 
formerly governed her, and more disposed to ab- 
stain from marriage; or if unhappily married, to 
demand freedom. 

When Conjugality is very strong, it inclines one 
to mate early, and often unwisely. Young persons 
so constituted are sure to make selections from 
among their associates, even though there are none 
that are adapted to them. 

**Tlie heart, like a tendril, accustomed to cling. 
Let it grow where it will, cannot flourish alone; 

But will lean to the nearest and loveliest thing 

It can twine with itself and make closely its own/' 

Persons who do not understand the force of 
Conjugality, often make the fatal mistake of sup- 
posing that because their love has gone out to 
someone, that one is the real soul mate, the only 
one with whom life could be happy, when really, 
the very opposite may be true. This instinct is very 
subtle. Aided by the imagination it will clothe the 
object of its choice with all of the qualities that the 
ideal of life demands, when possibly many of them 
are wanting. Thus a young lady, cultured, refined 
and actuated by pure sentiments and high ideals, 
may become infatuated with a smart, magnetic 
young man, who is far her inferior in morals and 



228 PSYCHOLOGY OF SUCCESS 

possibly addicted to many vices. He is in reality 
farthest from her ideal, but love blinds her to his 
faults; and she cannot be induced to see him as 
anything less than a perfect gentleman to whom she 
would entrust her life. Now, this supreme con- 
fidence and admiration is in no wise dependent upon 
the character of the young man, but is the product 
of her affection, aided by her imagination. This is 
but one of the many tricks of Cupid. He is mar- 
velously clever in playing upon the emotions and 
through them betraying reason and judgment. 

Where Conjugality is deficient, the tendency to 
select or cling to one companion is correspondingly 
weak. If Amativeness is strong, one so constituted 
will manifest much appreciation for the opposite 
sex, but the love will be transient in character. No 
matter how strong the attachment, unless controlled 
by strong moral convictions, self-respect, or some 
other cause, there is likely to be inconstancy or even 
faithlessness when separated from the companion. 

To cultivate conjugality, carefully study your 
own nature and its requirements; then judiciously 
select a companion that will meet these requirements 
and excite love and admiration. When a proper 
choice has been made, be satisfied and look no 
farther. Center all the affections and expressions 
of love upon this companion. To restrain Conju- 
gality, strive to see the good qualities of all rather 
than idealize one. Remember that it is unwise to 
so center the affections as to make all of life's hap- 
piness and success dependent upon another. The 



THE SOCIAL FEELINGS ^29 

heart that can love once, can love again; but after 
a right choice has been made, it is seldom necessary 
to restrain Conjugality, since its normal manifesta- 
tion is conducive to all that is highest and best in 
domestic relations. 

Parental Love 

Parental Love is the instinct that attaches parents 
to their offspring. In man it gives not only the 
love of children but of pets, the little, and the weak; 
it also gives a love for domestic animals. 

Parental Love is a wise provision of nature for 
the protection of the young. It is strongest where 
such protection is most needed. In animals where 
the young require no parental protection, this in- 
stinct seems almost or entirely wanting; whereas, 
among those where the young are helpless and must 
perish but for parental protection, this instinct is 
so strong that the mother and often the father will 
fight until death in defense of their young. There 
is perhaps nothing quite so divinely heroic in natural 
history as the courage and self-sacrifice of a mother 
for her young. Insect, bird, and beast contend 
against any odds and unhesitatingly give their lives 
in an effort to protect their offspring. In man, 
where the longer attention is required, this affection 
is more constant and prolonged to meet the demands 
of the longer period of dependence. 

Parental Love is frequently very strongly mani- 
fested by young children, as shown in their love of 
dolls, cats, dogs, ponies, and pets of all sorts. Often 
a little girl but six or seven years old is a real 



230 PSYCHOLOGY OF SUCCESS 

'little Mamma" to a baby sister or brother. A 
well-known American clergyman, passing through 
one of the side streets of London, met a little girl 
carrying a boy almost as large as herself. The 
kind-hearted gentleman stopped the child and remon- 
strated with her for carrying such a load, telling her 
that the boy was too heavy for her to carry. The 
child's response was most pathetic and significant. 
She simply said, *'Nope, he ain't heavy. He's my 
brother and he's a cripple." 

While the primary tendency of Parental Love is 
the same in all, its manifestations are greatly influ- 
enced by other elements. Parents with strong appe- 
tites are incHned to express their love by feeding 
the children on sweetmeats. Those with strong 
Self-esteem and Approbativeness want their chil- 
dren to appear like little men and women. They 
hurry them out of childhood, forgetting that it has 
its place and when once gone returns no more. 
Those with strong Friendship, make companions of 
their children. Where this feeling is very strong 
and unrestrained by judgment, it makes parents 
prone to spoil children by overindulgence. They 
are unable to see faults or the necessity of discipline. 
This tendency is especially noticeable in grand- 
parents. 

One of the most fashionable abuses of Parental 
Love is seen in the unwarranted affection and at- 
tention bestowed by society ladies upon dogs, cats, 
and other pets. Not infrequently even where there 
are children, these are turned over to the care of an 



THE SOCIAL FEELINGS 231 

ignorant nurse while the mother bestows her mater- 
nal affections upon a pet dog. In many homes 
where there are no children, a dog receives more 
attention than would be required to bring up an 
orphan child. What a travesty upon motherhood! 
What a perversion of nature that this most divine 
instinct should find expression in cuddling and 
pampering a member of the brute kingdom, while 
thousands of waifs and orphan children grow up 
in ignorance, vice, and crime, for the want of a 
home and a mother's love! 

Those in whom Parental Love is deficient are 
unable to appreciate or understand children. If 
intelligent and kind-hearted, they may be kind, wise, 
and just in deahng with a child, but cannot come in 
perfect sympathy with its nature. Where this 
feeling is deficient and the Moral Sentiments weak, 
there is little love for pets or domestic animals. 
Persons so constituted are often cruel to children 
and cannot understand why others are so fond of 
them. Such a condition is a great defect and mis- 
fortune to the soul so constituted. 

To cultivate Parental Love, associate much with 
children. Study the child nature and strive to come 
in sympathy with it. What we care for and under- 
stand we come to love. This instinct is easily 
developed in children by giving them pets to play 
with and to care for. To restrain an abnormal 
expression of Parental Love, strive to act more 
from judgment than emotion. Think more and 
feel less. 



2B2 PSYCHOLOGY OF SUCCESS 

Friendship 

Friendship is the emotion — the affinity — that 
draws people together irrespective of sex or family 
relations. All the other Social Feelings have their 
natural object in the family, among relatives; but 
Friendship goes outside and unites neighbors and 
communities; and in its broadest expression, binds 
all mankind together in the bond of fraternal love. 
It is the basis of society and of fraternal organiza- 
tions. It combines with Secretiveness in the form- 
ing of secret orders. This attachment develops as 
the result of an acquaintance or association, becom- 
ing strongest between those having similar likes 
and dislikes, natures, ideals, and aspirations. It 
may be as strong between two women or two men 
as between those of the opposite sex. "The soul of 
Jonathan was knit with the soul of David, and 
Jonathan loved him as his own soul." 

Friendship gives the feeling of hospitality, — the 
desire for association with others besides members 
of one's own family. It is the basis of the instinct 
in man and many of the lower animals that causes 
them to congregate and live in groups. Under the 
influence of other emotions and sentiments. Friend- 
ship serves to separate people into different classes 
and clans, thereby helping to stratify society. It 
unites families and neighbors and thus becomes one 
of the most pleasure-giving privileges in civilized 
life. It opens the way for the exchange of thought 
and sentiment; thereby aiding united action and 
making mutual helpfulness possible and pleasur- 



THE SOCIAL FEELINGS 233 

able. Last but not least, Friendship forms the 
acquaintance and brings about the associations 
whereby Conjugality finds its mate and marriage 
and parentage are perpetuated. 

Persons in whom Friendship is strong are hos- 
pitable, genial, and sociable. If selfishly inclined, they 
will be clannish with their friends; if approbative, 
they will want their crowd to make a good showing, 
etc. The abuses of Friendship when acting under 
the control of the propensities are numerous. 
Acquisitiveness and Secretiveness often employ it 
for selfish purposes, to gain confidence, soHcit trade, 
etc. This feeling, being the connecting link between 
people irrespective of all other ties, is constantly 
employed as a m.eans of influencing others for both 
good and evil purposes. 

One of the common abuses of Friendship is seen 
where it combines with strong appetites, resulting 
in the customi of loafing, smoking, treating, drinking, 
leading and being led in paths of vice. Here this 
most noble instinct, the common bond of humanity, 
which knows no distinction of race, color, age, or 
sex, is employed to destroy the nobility of manhood 
and the purity of womanhood, through the social 
glass or the game of chance. 

Persons in whom Friendship is deficient are cold, 
distant, and inhospitable. If they have strong 
Benevolence, and Agreeableness, they will be pleas- 
ant and obliging, but treat the stranger almost as 
they do the friend and often enjoy him quite as 
much. 



234 PSYCHOLOGY OP SUCCESS 

To cultivate Friendship, associate with those whose 
Hkes and disHkes are such as make them congenial 
companions. Speak to everyone, shake hands often, 
entertain friends, join some fraternal society, and 
enter more fully into the feelings, joys, and pleas- 
ures of others. In short, express friendliness to- 
ward all and associates in particular, and the feeling 
will become stronger. To restrain Friendship, 
pursue an opposite course: be more exclusive; go 
less into society. 

Inhabitiveness 

Inhabitiveness is the basis of the attachment to 
home, place, and native land. It is the inspirer of 
patriotism and national pride. It gives the feeling 
that home, the place where one was born, and the 
country in which one lives, are the best, the most 
desirable on earth. 

This feeling becomes manifest very early in the 
child. Even infants not infrequently become 
homesick and will cry to be taken back to the old 
home or room. Most persons remember the place 
of their birth and early life as the most hallowed 
spot on earth. Around the thought of home cluster 
more fond memories than about any other one 
thought in the human mind. This is why "Home, 
Sweet Home" finds an echo in every heart. As one 
recalls the old home, the living room with its big, 
cheerful fireplace, the loving touch of mother, the 
kindly counsel of father, the happy faces of brothers 
and sisters, the singing of sweet old songs by voices 



THE SOCIAL FEELINGS 235 

now silent, the daily reading of the dear old Bible 
whose mysteries, truths, and admonitions have 
proved a benediction to our lives, even the most 
roving nature is wont to say with the poet, "Back- 
ward, turn backward, O time in your flight, make 
me a child again, just for tonight !" 

Inhabitiveness is usually much stronger in people 
who reside in a mountainous country than in those 
who live in a flat country, doubtless due to the ease 
of travel in a flat country and consequent moving 
about and breaking up the attachment to place. In 
travel it is interesting to note the manifestations of 
Inhabitiveness among people of different sections. 
The stranger is told of the advantages of the coun- 
try. Whatever is raised, manufactured or pro- 
duced there is a little better than is found anywhere 
else. The schools are superior. The locality has 
been especially favored by nature or Providence. 
It is an excellent place for business. Profuse apolo- 
gies are made for the inclement weather, unusually 
cold winter, bad roads, failure of crops, and other 
misfortunes, all of which are "exceptional" or 
"extremely uncommon." 

Where Inhabitiveness is very strong, it inclines 
one to place too high an estimate upon home and 
country, to suffer from homesickness, and to refuse 
to move, even where it would be greatly to one's 
advantage. Persons so constituted are seldom able 
to fully appreciate the advantages of other places or 
countries. The deficiency of this instinct leaves one 
without attachment to any one particular place and 



236 PSYCHOLOGY OF SUCCESS 

when combined with strong Locahty, results in the 
tendency to travel. 

To cultivate Inhabitiveness, strive to perfect and 
beautify the home that it may become more attrac- 
tive. Make it a center of the richest joys. Study 
the history of your native country and the lives of 
its patriots. To restrain this instinct, travel, study 
and compare the advantages of different localities, 
read books of travel, strive to see the advantages in 
other places and to realize that wherever the soul is 
at rest, there is home. 



CHAPTER XII. 
THE ASPIRING SENTIMENTS. 

The Aspiring Sentiments, consisting of Caution, 
Approbativeness, Self-esteem, Firmness, and Con- 
tinuity, have their centers in the back portion of the 
top head and the upper part of the back head, or 
what is commonly spoken of as the crown. They 
find expression mainly through the middle portion 
of the face. Their strength is indicated by the 
prominence of the bridge of the nose and the length 
and form of the upper lip. Their predominance 
gives a proud, independent carriage, a stiff, firm, 
dignified manner, and a tendency to throw the head 
backward. Their deficiency gives an opposite 
expression. 

The Aspiring Sentiments are those elements in 
man's psychology that give caution, prudence, 
watchfulness, and apprehension of danger. They 
give the sense of approbation, the desire to please 
and win favor. They are the basis of ambition, 
self-respect, self-sufficiency, self-reliance, and inde- 
pendence of character. They also give firmness, 
constancy, persistency, and stability. In their com- 
bined action they form the basis of what is com- 
monly spoken of as the will. The natural strength 
of the will invariably corresponds to the strength of 

237 



238 PSYCHOLOGY OF SUCCESS 

these elements and is indicated by the height of the 
crown. 

When the Aspiring Sentiments are very strong, 
their activity makes one proud, persistent, and will- 
ful. Combined with strong affections, they give 
social ambitions and a desire for the approval of 
the opposite sex. Combined with strong Selfish 
Propensities, they form a cruel, ambitious, selfish, 
aspiring nature that would usurp all authority, as- 
sume the position of leadership, and dominate all 
to gratify self. This is the combination of the 
tyrant — egotism and selfishness. Combined with a 
strong intellect and a good moral nature, these 
sentiments give appreciation for personal knowl- 
edge, persistency of study, doggedness of opinion, 
and ambition to become distinguished in some 
worthy pursuit or achievement. 

The deficiency of these sentiments leaves one 
wanting in prudence, self-respect, self-reliance, 
ambition, decision, stability of character, and in the 
capacity to resist temptation and the influence of 
others, — in short, weak-willed. The influence of 
these sentiments will be better understood by study- 
ing each separately. 

Caution 

Caution is the sentiment or feeling that gives fear, 
carefulness, watchfulness, prudence, and apprehen- 
sion of danger. It is an element of self-preserva- 
tion and self -protection. It is the safeguard — the 
sentinel — ever ready to cry aloud against threaten- 



THE ASPIKING SENTIMENTS 239 

ing danger of any sort, whether related to self, per- 
sons, business, or whatever one is interested in. 

Caution, of itself, is merely an emotion, an im- 
pulse. It is incapable of judging what is harmful 
or imprudent ; but whatever experience, intelligence, 
reason, or imagination decides is dangerous or 
harmful, Caution cries out against. It is the safe- 
guard of life and whatever one is interested in. It 
works with Vitativeness to give the fear of death; 
with Courage and Executiveness to prevent rash- 
ness; with the Social FeeHngs to make one prudent 
or concerned about the welfare of loved ones ; with 
Parental Love to make parents apprehensive of 
danger to little ones; with Acquisitiveness to make 
one careful of speculations, and often gives an 
unnecessary fear of poverty and its consequences. 
With Approbativeness, Caution admonishes to be- 
ware of whatever would be imprudent or harmful 
to a good name ; with Constructiveness to make sure 
and build safely; with Language to be guarded in 
expression; and with Veneration to give the fear of 
God, which is the beginning of wisdom. 

The direction in which Caution will manifest 
itself in a person is determined by the strength of 
the other elements. Where the intellect is strong 
and the feelings moderate. Caution is characterized 
by prudence and apprehension of danger — a ten- 
dency to look out for breakers ahead. Where the 
feelings are very strong and the intellect moderate. 
Caution partakes more of the nature of an impulse 
or emotion. Persons so constituted often manifest 



240 PSYCHOLOGY OF SUCCESS 

little or no apprehension of danger. They will 
expose themselves, loved ones, or interests to im- 
pending danger v^ithout any thought of the conse- 
quences; but v^hen evil is upon them, they become 
frightened and panic-stricken. 

When Caution is very strong, it makes one too 
careful, afraid to undertake anything in which there 
is the slightest risk. If Self-esteem is also deficient, 
such a one will be diffident, timid, hesitating, unde- 
cided, and unduly apprejiensive. If imagination is 
strong and hope weak, over-active Caution makes 
mountains of molehills and fills every activity and 
relation of life with fear and trembling. 

When Caution is deficient, it leaves one careless, 
reckless, imprudent, unwatchful, unsuspicious, and 
inclined to take unwarranted chances. Persons so 
constituted will unduly expose the health, reputa- 
tion, personal welfare, or interests of themselves or 
others. As mechanics, they are careless in the use 
of tools ; as housekeepers, they are always breaking 
things or losing something; in society, they are 
frequently indiscreet ; and in buisness, they are care- 
less about accounts. In every activity of life, the 
safeguard is wanting, and accidents, losses, mis- 
takes, and misfortunes are the result. 

To cultivate Caution, be on the alert for the 
danger signal; count all chances and if possible ap- 
prehend results before acting. Question the secur- 
ity and fidelity of everything; be more watchful 
and suspicious of everybody. When a thing is be- 
lieved to be right, safe, sure, or reliable, go over it 



THE ASPIEING SENTIMENTS 241 

again to see that there is no mistake. Reahzing 
that one is deficient in Caution, the intellect can be 
made to supplement the deficiency. The sentiment 
can be improved by suggestion. Say, *'I can, I 
will, be careful, watchful, thoughtful. I will make 
no mistake from imprudence or carelessness. I am 
always on the lookout." By repeating this formula 
several times a day it will soon become embodied 
in your psychology as a fact. To restrain Caution, 
be less apprehensive of danger; act more from judg- 
ment and less from fear; be more decisive, positive, 
outspoken, courageous and fearless; take chances; 
learn to depend upon self; never worry over imag- 
inary evils or contemplate trouble until you meet it. 
Act prudently, then fear no evil, trusting an all- 
wise Providence as your everlasting shield. 

Approbativeness 

Approbativeness gives the sense of approval, per- 
sonal pride, ambition, and a desire to please, or to 
win the esteem, respect, and good will of others. 
It gives the love of praise, applause, and the desire 
for distinction, favor, reputation, popularity, and 
notoriety. Its activity makes one supersensitive, 
easily wounded by a word, and pained by adverse 
criticism. 

Persons differ very much in their manifestation 
of Approbativeness. Most people are proud of and 
seek approval for those things they admire or in 
which they excel ; therefore some are very ambitious 



242 PSYCHOLOGY OF SUCCESS 

to secure approval for what would be considered 
ignoble by others, differently constituted. Thus, 
a person with strong Approbativeness, low Organic 
Quality, and strong propensities, may be very ambi- 
tious as a fighter, or to outdo others in manual labor, 
eating, drinking, etc., according to the predominating 
propensity. Approbativeness working with the 
Social FeeHngs, inspires one to be a leader in society, 
a social favorite ; with Ideality, it gives fondness for 
fashion, pride in dress and personal appearance. 
Combined with strong Self-esteem, Approbativeness 
gives self-pride and ambition for distinction; and if 
Conscience is also strong, it seeks honor, desire to 
be known, respected, and looked up to for integrity 
and moral stability; with strong Benevolence and 
Veneration added, it seeks the approval of God and 
man for good works and a life of righteousness. 
In the student, Approbativeness is a strong incentive 
to study. It is whip and spur to the business and 
professional man. It is a mighty force among all 
peoples in every relation and activity of life. 

When Approbativeness is very strong, it gives 
a false pride. It destroys naturalness, and produces 
artificiality and affectation. It works with Secretive- 
ness in covering up faults, and with Imitation in 
pretending to be what one is not. It hushes the 
voice of Conscience that ever whispers "Do right," 
and says instead "Do what is expedient." It sets 
aside the dictates of judgment in dress, appearance, 
etc., and insists upon the latest fashion regardless 
of comfort, cost, or fitness. It makes its possessors 



THE ASPIEING SENTIMENTS 243 

slaves to the opinions of others and if Caution is 
also strong, robs them of all freedom lest they 
should say or do something that would cause ad- 
verse criticism. 

Parents, nurses, and teachers in whom Approba- 
tiveness is very. strong, are prone to appeal to this 
sentiment in children, teaching them to act from 
the sense of approval rather than of right or duty. 
By the undue exercise of this sentiment, girls be- 
come haughty and affected, boys conceited and over- 
bearing. It is unwise to appeal to Approbativeness 
in children except in connection with Conscience. 
Let them be praised for a thing because it is right, 
or condemned because it is wrong. There are too 
many in the world that from false education are 
actuated more by Approbativeness than by Con- 
science. Many truly noble acts and worthy efforts 
are inspired by the desire for the approval of men 
rather than from a true sense of justice, duty, 
kindness, or reverence. Christ understood this 
trait in human nature and admonished His follow- 
ers, "Do not your alms before men." 

To cultivate Approbativeness, set a higher esti- 
mate upon the good will and approval of others; 
take a true pride in excelling, and in winning favor ; 
have some worthy ambition and bend all the ener- 
gies and efforts to make it a success ; strive to please, 
and to command the admiration of associates. To 
restrain this sentiment, turn a deaf ear to Mother 
Grundy, act from other motives than the sense of 
approval, and place character above reputation, 



244 PSYCHOLOGY OF SUCCESS 

worth above appearance, common sense above popu- 
larity, and comfort above fad or fashion. 

Self-Esteem 

Self-esteem is the sentiment of self-appreciation, 
self-reliance, self-sufficiency, self-confidence, self- 
love, and self -approval. Its activity gives dignity, 
gravity, independence, egotism, and the conscious- 
ness of personal worth. 

This sentiment is a very important element in 
character. It inclines one to respect his own opin- 
ions above those of others, to decide for himself 
and to assume the place of leadership and authority. 
Combined with strong energy, it supplies the self- 
confidence necessary for great undertakings; with 
strong Social Feelings, it enables one to take an 
active part in society, or before the public without a 
sense of embarrassment or diffidence; with Appro- 
bativeness, it gives personal pride, ambition for 
power and a desire to govern, manage, and super- 
intend ; with strong Moral Sentiments it gives a sense 
of self-respect, honor, and integrity of character — a 
feeling that whatever is low, mean or commonplace 
is unworthy. In this relation, it becomes one of the 
strong elements of self-control. 

Self-esteem — or self-reliance — is the basis of the 
self-respect that commands the respect of others. 
Without a due appreciation of one's own abilities, 
it is difficult to succeed. Millions hold subordinate 
positions in life for want of self-confidence. Many 
men of superior minds are crowded into inferior 



THE ASPIRING SENTIMENTS 24.5 

positions because of this weakness; while persons 
of ordinary or even inferior mental capacity hold 
higher positions solely because of self-esteem which 
gives them confidence in their own ability and gains 
the confidence of others. 

Where Self-esteem is very strong, especially when 
combined with moderate intelligence, it makes one 
too self-important, egotistical, and officious. It in- 
clines one to place too high an estimate upon per- 
sonal ability, worth, and work ; to be too forward in 
society; and too proud of everything that is his. 
Where Self-esteem is deficient, it causes one to be- 
little self, all he is and has. It inclines him to look 
up to others and to depend upon them for direction, 
advice, and leadership; to take the place of a ser- 
vant or an inferior in business. It often becomes 
an element of weakness. Persons having little self- 
respect are prone to yield to temptation, to form 
bad habits, or to associate with inferior companions. 
They lack the self-confidence necessary to undertake 
and carry out difficult work, to bear responsibility, 
or act independently. 

The natural expression of Self-esteem is often 
marked in children. Boys in whom it is strong, 
usually want to go with those older and larger. 
Boys in whom it is weak naturally choose to play 
with those younger or inferior. This tendency 
obtains in later years and inclines those with strong 
Self-esteem to court the acquaintance of people of 
note, or high position. 

To cultivate Self-esteem, first seek to eliminate 



246 PSYCHOLOGY OF SUCCESS 

from the character everything that is degrading and 
unworthy, that there may be nothing to oppose self- 
respect. Second, strive to embody those elements 
of mind and heart that form the true ideal and give 
just cause for self-respect and self-confidence. 
Third, mentally place a higher estimate on personal 
worth, efforts, opinions, family, and on whatever 
relates or belongs to self. To restram Self-esteem, 
strive to be more modest and considerate of the 
wishes and opinions of others. Remember that 
true greatness is never self-assertive ; that real worth 
is never puffed up ; and that true goodness is always 
humble. 

Firmness 

Firmness is the sentiment that gives stability, 
perseverance, fixedness of purpose, decision, stub- 
bornness, tenacity, and determination. It is one of 
the primary elements of the will. It has no special 
relation to the outside world except through the 
other faculties, nor has it any favorites among them." 
It is incapable of determining what shall or shall not 
be done. Its office is to give the quality of 
STABILITY to whatever feeling or sentiment is in 
action. Working in connection with the propen- 
sities. Firmness gives dogged persistency; acting 
with the affections, it makes them steadfast; with 
the intellect it gives tenacity of opinion, unwilling- 
ness to change, and tends to perpetuate prejudices; 
combined with the Moral Sentiments, it gives 
stability of character, constancy of conviction, and 



THE ASPIRING SENTIMENTS 247 

determination to stand by whatever is believed to be 
right. 

Firmness is especially influenced by tempera- 
mental conditions. The Motive Temperament gives 
it a peculiar rigidness, best described as stubborn- 
ness. Combined with the Vital Temperament, its 
action is not so pronounced. It can yield, even 
though strong. Persons so constituted may be 
very firm for a time, or even stubborn while under 
the influence of some strong emotion; but if not 
opposed this activity soon subsides, and they become 
plastic and amenable. 

The influence of Firmness is vital to the effectual 
action of every mental power. When the intellect 
wearies and would give up, Firmness and force sus- 
tain. When Conscience would yield to temptation, 
Firmness says, *'Stand by your convictions." When 
Courage wavers, and Caution cries, "Run," Firm- 
ness says, ''Stand your ground." Thus it becomes 
one of the primary elements of self-control, the 
back-bone of character. 

Without Firmness the individuality, judgment, 
and opinions would be constantly made over by 
those with whom we come in contact. Two per- 
sons never meet without exerting an influence over 
each other. Firmness enables each to retain his 
opinions and peculiarities. If one is very firm and 
positive, the other plastic and passive, the latter is 
greatly influenced by the former. 

When Firmness is very strong it makes one too 
positive, determined, willful, unyielding, and stub- 



248 PSYCHOLOGY OF SUCCESS 

born. Persons so constituted often hold on long 
after they know they are in the wrong. If they 
have moderate intellect and strong propensities, their 
tenacity is nothing short of mulishness. Children 
of this character are difficult of control; but if 
wisely managed, soon learn to govern themselves. 
Those in whom Firmness is deficient, are easily in- 
fluenced, persuaded or changed. They are too 
susceptible, too amenable to suggestion, lacking in 
will power and stability of character. 

To cultivate Firmness, be careful to decide aright, 
that conscience and judgment may sustain you, then 
stand by your convictions. Say to the self, ^T am 
firm, decided, positive, unyielding from what I 
know to be right. Every element of my character 
is subject to my will. By the power of His will I 
can be what I will to be." To restrain Firmness, 
subject it to reason and the Moral Sentiments. 
Avoid contention. Be first to yield. Remember 
that obstinacy is the sustainer of prejudice, the 
opponent of progress. Willfulness is selfishness. 
Strive in all ways to be more susceptible and yield- 
ing to the rights and wishes of others. 

Continuity 

Continuity gives the capacity and tendency to 
continue in the present line of action, feeling, sen- 
timent, or thought. It is the basis of application 
and persistency. It gives fixedness to energy, fidel- 
ity to the affections, constancy to character, and 
"stick-to-it-iveness" to every element of the mind. 



THE ASPIEING SENTIMENTS 249 

It is closely allied to Firmness, yet quite different. 
Either may be strong in a person having the other 
weak. It is like Firmness in this, that it is related 
to the other elements of the mind rather than to the 
external world. Its specific function is to add the 
property of constancy to whatever elements are in 
action. 

Continuity is usually deficient in Americans, hence 
their tendency to change from one thing to another 
and to become impatient at whatever is tedious 
or requires long application. In Europe, mechanics 
and professional men spend five to seven years in 
preparing for their life work and then continue 
in that one line, their children following in their 
footsteps generation after generation. The average 
American wants to complete his special training 
in three years or less. He demands success at once 
and is likely to change and try something else if 
he cannot see immediate returns. Too frequently 
much of life and its energies are wasted in ex- 
perimenting with several lines, any one of which 
would have been successful with five years of per- 
sistent application. 

Where Continuity is very strong, it makes per- 
sons all but incapable of changing. If they have a 
bad habit, they will persist in it. If they have 
learned to mispronounce a word or to do a thing 
the wrong way, they are corrected with great diffi- 
culty. They like the old styles, old methods, and 
established customs. They are constitutionally op- 
posed to change, new inventions or progress. When 



250 PSYCHOLOGY OF SUCCESS 

angry they will pout and sulk. If the propensities 
are strong they will hold spite indefinitely, and 
often seek revenge after years have passed. 

Continuity, working with the intellect, gives 
thoroughness, the tendency to pour over and wade 
through whatever is undertaken. It is a very essen- 
tial element in the student. Working with the Moral 
Sentiments it supplies constancy of character and 
faithfulness to trust; it also tends to perpetuate 
religious forms and ceremonies, and ritualism. 

Where Continuity is very deficient, it leaves one 
fickle, changeable, notional. Such persons are spas- 
modic in their energies and efforts. They succeed 
only where they can see results right away. They 
often spoil things by being too eager to get them 
done. They are impatient and annoyed by what- 
ever is tedious or monotonous. As students they 
lack application; as lovers they lack constancy; as 
business and professional men, they lack persist- 
ency. They are prone to change and often become 
faddists. They are quick to take up with every 
new invention, scheme, method, idea, political party, 
or religious sect. 

To cultivate Continuity, strive to concentrate all 
the forces upon one thing at a time. Remember 
the axiom, "One thing at a time and that done 
well, is what make life's efforts tell.'' Force 
yourself to finish whatever you begin. Practice 
concentration. Be careful in making a choice; but 
having done so, persist without change. Undertake 
no more than you can finish. Assume no obliga- 



THE ASPIEING SENTIMENTS 251 

tions you cannot fulfill, then mentally compel con- 
stancy and faithfulness. To restrain Continuity, 
seek variety and change, break up monotony, move 
things about, strive to improve by adopting new 
methods, and get out of the old rut. 



CHAPTER XIII. 
iTHE SEMI-INTELLECTUAL SENTIMENTS. 

The Semi-intellectual Sentiments, consisting of 
Constructiveness, Ideality, Sublimity, Imitation, 
Mirthfulness, Agreeableness, and Human Nature, 
have their centers in the part of the brain that 
forms the upper front portion of the side-head and 
front portion of the top-head. The size of these 
organs is estimated by the height, width, and full- 
ness of the upper frontal side-head. Their activity 
produces a graceful step, elegance in manner, and 
an agreeable, pleasant expression to the face. 

The Semi-intellectual Sentiments are those ele- 
ments of mind that give mechanical and construc- 
tive power; the ability and inclination to build, 
make, and invent; the love of the beautiful, the 
ideal, and the artistic; the appreciation of the 
sublime, the grand, and the awful; the power of 
and inclination to imitate and reproduce; the sense 
of the ludicrous — wit and humor — and an intuitive 
perception of disposition and character. 

When these elements are very strong, they make 
one too imaginative, fanciful, ingenious, poetical, 
imitative, intuitional, and susceptible. Their defi- 
ciency has an opposite influence, making one non-. 

252 



THE SEMI-INTELLECTUAL SENTIMENTS 353 

con formative, unimaginative, and with low Organic 
Quality inclines one to be uncouth, disagreeable, and 
void of sentiment. 

Constructiveness 

Constructiveness is the sentiment that gives the 
power and incHnation to build, construct, make, and 
put together. It is one of the primary elements of 
invention and enters into all forms of construction 
in literature, mechanics, and art. It is indispensable 
to the artisan, the dentist, the surgeon, and the civil 
engineer. 

Many of the lower animals manifest a high degree 
of constructive ingenuity, others none whatever. 
Without Constructiveness, man would stand a poor 
show for self-preservation. With it primitive man 
fashioned implements of war and self-defense and 
constructed clothing and crude homes. With rising 
intelligence, this sentiment improved to where it be- 
came one of the great forces and factors of civili- 
zation. 

Among the world's benefactors perhaps none 
have exceeded the inventor. Constructiveness is 
the primary element of mind that in combination 
forms inventive genius. It has therefore been the 
prime mover in harnessing the forces of nature, and 
in supplying necessities and comforts. Destroy the 
inventive power that comes from Constructiveness 
and in a few generations man would stand face 
to face with nature without an art or a science, a 
structure or building, a machine or a made article; 



254 PSYCHOLOGY OF SUCCESS 

in short much that constitutes what we call civili- 
zation would be completely wiped out by the destruc- 
tion of this faculty. 

Constructiveness is an element of mind that 
should be cultivated in all except those in whom 
it is strong. The would-be mechanic is a bungler 
without it. The farmer without Constructiveness 
is dependent upon someone to mend and fix every- 
thing that is broken. The merchant without this 
faculty cannot estimate the construction of goods 
and is therefore incapable of judging values. A 
physician without it, could never be a surgeon or a 
first-class chemist. The lawyer, literary men, or pub- 
He speaker who lacks this power, labors at a great 
disadvantage. His ideas, however good, are so 
jumbled together as to be ineffective. There is no 
place in the industrial world where this element of 
mind can be dispensed with. All action, to be effec- 
tive, must be constructive. Even thinking, if un- 
accompanied by order and construction, results in 
mental chaos. This faculty can be cultivated in 
young children by calling their attention to the way 
things are made and pointing out the perfections 
and imperfections of manufactured articles. Every 
boy should have a kit of tools and be taught to 
make things. Every girl should have a similar 
training. As soon as old enough to read children 
should be taught to notice the construction of books, 
sentences, paragraphs, and arrangement of subject 
matter. Such training exercises more than the fac- 
ulty of Constructiveness. It increases the functional 



THE SEMI-INTELLECTUAL SENTIMENTS 255 

power of all the Perceptive Faculties, develops judg- 
ment, and thus becomes of great practical value. 

Constructiveness, when very strong, will find ex- 
pression in some way, though not always in a 
mechanical direction. Combined with Acquisitive- 
ness and a good intellect it aids in planning and 
scheming ways of making money. Combined with 
strong literary tendencies, it aids in literary con- 
struction. It helps the conveyancer in the construc- 
tion of deeds and legal documents and the orator 
in the building of periods. 

This faculty, combined with Ideality and strong 
reasoning powers, forms the basis of imagination, 
creative fancy, and the tendency and power for 
"castle building." Those in w^hom it is deficient 
are unable to build, construct, plan, invent or ar- 
range things. They may have excellent thoughts 
but lack ability to put them together. 

To cultivate Constructiveness, build something; 
do sojne sort of mechanical work; write and study 
the construction of sentences, business plans, me- 
chanical drawings, etc. ; have a plan for everything 
and observe closely the construction of clothing, 
books, furniture, buildings, machinery, laws, and 
systems; in all ways, strive to exercise the con- 
structive faculty. To restrain this faculty abstain 
from idle castle building, or wasting the energies 
on perpetual motion machines. An artist must re- 
strain Constructiveness, lest his art become too 
mechanical. 



256 PSYCHOLOGY OF SUCCESS 

Ideality 

Ideality is the sentiment that gives the love of 
and appreciation for the beautiful, the artistic, the 
poetic, the ideal, and the perfect. It adorns utility 
v^ith beauty, and strength with elegance; it is the 
artist of the soul. It gives delicacy to the feelings, 
refinement to the appetites, sentiment to love, alti- 
tude to ambition, grace to dignity, fancy to reason, 
euphony to language, and soul to poetry. 

In its relation to the other elements of the mind, 
the tendency of Ideality is always to idealize, perfect, 
and beautify their expression. Thus it tends to 
withhold the propensities from grossness or coarse- 
ness and to elevate the affections above mere sensu- 
ous emotion. It rounds off the corners and prevents 
angularity ; and in all its combinations tends toward 
the realization of higher ideals in character. 

Ideality, like Constructiveness, is an element that 
can safely be cultivated in all except those in whom 
it is very strong. It is almost as influential as are 
the Moral Sentiments in beautifying and perfecting 
the character. If children have their attention called 
to the beauties of art and nature, they early form an 
appreciation which becomes a discriminating faculty 
and tends to increase beauty of mind and purity 
of sentiment. 

The predominance of Ideality inclines one to be 
too dreamy, poetic, sentimental, and fanciful. It 
gives a tendency to sacrifice real worth to gratify 
the goddess of beauty. It makes the appetites and 
the affections too delicate and fastidious, and the 



THE SEMI-INTELLECTUAL SENTIMENTS 357 

imagination too visionary. Artisans with very 
strong Ideality are prone to spend too much time 
in finishing and decorating. Cooks so constituted, 
think more of the beauty and appearance of food 
than of its quahties. The deficiency of this faculty 
produces opposite tendencies. 

To cultivate Ideality, strive to eliminate from the 
life everything that is low and degrading, that there 
may be no mental reaction against this sentiment; 
then study the beautiful in nature, art, and literature. 
Seek high ideals and the perfection of the manners, 
voice, language, expression, work, and all of life's 
activities. Say to the self, "I love the beautiful, 
the pure, the ideal, the artistic, the refined. I will 
seek to be like the Perfect One." Strive to realize 
this love and appreciation and it will become a fact. 
To restrain this sentiment, be less fastidious, poetic, 
and esthetic, and more real and substantial. 

Sublimity 

Sublimity is the sentiment that gives the love of 
and appreciation for the sublime, the grand, the 
awful, the large, the powerful, and the immensity 
of the universe. It rejoices in the roar of the 
cataract, the heaving of the ocean, the flash of the 
lightning, the terror of the storm, the vastness of 
the plain, the aw fulness of the earthquake, the 
grandeur of the mountain, the thought of eternity, 
the glories of heaven, and the wonders of God. 

This sentiment combines with every other ele- 
ment of the mind to give to each the property of 



258 PSYCHOLOGY OF SUCCESS 

vastness, thereby tending to produce breadth of 
mind, depth of soul, and height of imagination. 
Working with the energies, it incHnes to great 
undertakings; with Approbativeness, it inspires to 
do something unusual, wonderful or awe-inspiring; 
with Constructiveness, it builds on a large scale; 
with Language, it aids the speaker or writer in the 
use of adjectives descriptive of grandeur, etc. ; with 
the Moral Sentiments, it tends to broaden human 
kindness, deepen sympathy, and enlarge the con- 
cepts of infinitude. 

Sublimity is substantially different from Ideality 
in this: It is concerned with and satisfied only by 
the grand, the sublime, and the awful; while IdeaHty 
can see beauty in the dewdrop or the petal of a rose 
as well as in the mountain gorge or Niagara. They 
also differ in their influence upon mind and char- 
acter. Ideality giving the property of beauty to 
each element, Sublimity the property of vastness. 

When Sublimity is very strong in one, it produces 
the tendency to exaggerate and leads to extrava- 
gance in the use of adjectives. This tendency is 
often very marked in young children but should 
not be mistaken for that tendency to prevaricate 
arising from strong Secertiveness and deficient Con- 
science. In the latter case there is willful deception ; 
in the former, there is no evil intent, but simply 
exaggeration from over-active imagination. Some 
never outgrow this tendency, and in mature years 
are prone to enlarge upon the truth. 

Those deficient in Sublimity fail to grasp the 



THE SEMI-INTELLECTUAL SENTIMENTS 259 

vastness of things. Their minds are narrowed to a 
small perspective. They are seldom interested in 
great problems. In business, industry, education, 
science, and religion, they are inclined to be narrow. 
Great undertakings and possibilities do not appeal 
to them. 

To cultivate Sublimity, strive to admire the 
grand, the stupendous, and the vast in nature, and 
appreciate the works and wonders of the Infinite. 
Travel is helpful. Contemplate extensive plans, try 
to get a broad, comprehensive view of subjects, and 
expand the imagination. Extend your interests and 
sympathies beyond business, studies, social circle, 
party, creeds, and country. Say 'T will not be 
narrow, little or contracted. I can, I will, take a 
broad view and appreciate the quality of immensity 
everywhere." To restrain this sentiment, it is only 
necessary to limit one's self to exactness in speech, 
measurement, and contemplation. 

Imitation 

Imitation is the sentiment that gives the power 
and inclination to imitate, mimic, copy and pattern 
after; also the tendency to reflect, reproduce 
thoughts, feelings, manners, customs, fashions, 
forms, systems, methods, things, both in the realm 
of the material and in the realm of the mind. 

In its combination with other elements, it always 
gives this property of imitation. It aids in me- 
chanics and art. It is the mirror of the mind, 



2e0 PSYCHOLOGY OF SUCCESS 

reflecting whatever is thrown upon it. Combined 
with Time and Tune it gives the power to reproduce 
tones. Many who pass for accompHshed musicians 
are merely imitators. They simply impersonate the 
voice and intonations of the prima donna. The 
same is true of painters, artists, and artisans of all 
classes. They work from patterns or models or 
imitate the works of masters. The masters are also 
imitators, but they add the quality of originality. 
Imitation is one of the most helpful and constantly 
employed of all the elements of the mind, and those 
who lack it can scarcely excel in anything. 

Imitation is the prime factor in education. It is 
usually very active in children, inclining and enabling 
them to pattern after and imitate the language, 
actions, and manners of the family. By the power 
of Imitation each generation has been able to do 
readily what the preceding generation had wrought 
out through effort and experience. The progress of 
civilization has been largely through the imitative 
faculty. All our ways of doing, modes of thinking, 
and forms of expression are largely the result of 
Imitation. 

This sentiment, like all the higher elements, is 
often employed by the propensities for selfish ends. 
Of itself it has no conception of right or wrong, 
and therefore serves the propensities in crime quite 
as quickly as the higher faculties in art. Working 
with Acquisitiveness and Secretiveness, Imitation 
produces the facsimile, forges signatures, counter- 
feits money, and makes shoddy goods look like the 



THE SEMI-INTELLECTUAL SENTIMENTS 261 

genuine. By the power of Imitation people affect 
whatever quahties or actions seem expedient. 

When Imitation is strong, and working with the 
higher elements of the mind, it helps to produce 
some of the most desirable traits of character. It 
is an active factor in the virtue of conformativeness. 
It combines with Mirthfulness to produce the hum- 
orist and impersonator. It enables the actor to 
reproduce the actions, gestures, manners, voice, and 
personality of his subject. When Imitation is very 
active, it is difficult to tell whether one is in earnest 
or not. Indeed such persons hardly know them- 
selves, for through the practice of Imitation they 
have become so responsive to others as to have no 
fixed character of their own. They are like those 
they are with. 

When Imitation is deficient, it leaves one lacking 
in both the tendency and the ability to pattern after 
or reproduce. This is a marked characteristic of the 
North American Indian, and has done much to 
restrict his progress toward civilization. It makes 
his education difficult and character non-con forma- 
tive. This inability to imitate, combined with very 
strong Firmness, Courage, and Self-esteem, makes 
him unchangeable, the man of stone, without elas- 
ticity, who cannot bend, but crumbles at the touch 
of civilization. The opposite of this is seen in the 
Japanese, in whom Imitation is very strong, giving 
a natural aptitude for copying the language, cus- 
toms, methods, sciences, arts, and products of other 
nations. Herein, lies the secret of their progress. 



262 PSYCHOLOGY OF SUCCESS 

To cultivate Imitation, it is only necessary to 
habitually exercise the instinct to pattern and to 
copy. By noticing closely and duplicating carefully 
the manners, expressions, and gestures of others, 
also styles, things, and customs, this element may 
be greatly improved. To restrain Imitation, pursue 
an opposite course. Strive to be original, avoid 
patterning after anybody or anything, and especially 
seek to maintain a fixed personality. 

Mirthfulness 

Mirth fulness is the joker of the mind, the hu- 
morist of the soul, the wit of the faculties. It gives 
a love of and appreciation for the ludicrous, the 
droll, the witty, and the laughable. It is distinctively 
the fun loving sentiment. It is excited by incon- 
gruities in manner, situation, speech, or incident, 
and rejoices in them. It is the primary instinct of 
wit and humor. 

The specific influence of Mirthfulness over each 
element of the mind is to add the properties of 
mirth, joy, pleasure, fun, and gladness. Its normal 
activity is invigorating to every element of the mind 
and to every function of the body. It aids digestion, 
increases respiration, quickens the circulation, and 
in every way "doeth good like a medicine." "Laugh 
and grow fat" is an old axiom, the truth of which 
is now explained by emotive chemistry. 

"There is nothing so good as a good hearty 
laugh." It is like a refreshing breeze at midday 
when one is sweltering under a parching sun, or a 



THE SEMI-INTELLECTUAL SENTIMENTS 263 

cool draught when thirst burns. ^ It drives away 
sadness, sorrow, and discouragement and helps one 
over the hard places in life. Those who never 
laugh do not know how much they are missing, nor 
do they realize the extent of injury to mind and 
body produced by habitual seriousness or melan- 
choly. Some seem to think it a sin to laugh and 
undignified to smile. As a result their faces develop 
perpendicularly rather than laterally. The corners 
of the mouth go down to meet the corners of the 
collar. The nose becomes streaked with parallel 
lines. The eyes become dull, as though they had 
been sitting up nights watching for the crack o' 
doom, and their faces look like the efforts of an 
aboriginal artist. 

Mirthfulness working with Imitation, gives the 
power of mimicry and aids in impersonation; with 
the intellectual faculties it produces the genius of 
the humorist, the funmaker, the entertainer, the 
satirist, the wit, and the good story teller. With 
the artistic faculties, it produces the caricaturist, 
cartoonist, and joker in art. If one has strong 
Mirthfulness and strong Secretiveness, with moder- 
ate Activity, his humor will be of a dry, droll char- 
acter; but with a lively imagination and an active 
temperament, it will be quick and responsive. 

Mirthfulness needs to be cultivated in most per- 
sons. Children should be allowed to laugh. Inno- 
cent entertainment that excites mirth is wholesome 
and commendable. The parent, teacher, or minister, 
that would be successful in directing the character 



264 PSYCHOLOGY OF SUCCESS 

building of the young, must gratify this instinct for 
mirth by wholesome entertainment or it will seek 
its gratification in doubtful places of amusement. 

To cultivate Mirth fulness, strive to appreciate the 
ludicrous. Read books of humor and attend enter- 
tainments of a mirthful character. Form the habit 
of smiling and of laughing at whatever is laughable. 
Strive to enter into the soul of wit and humor and 
to see the mirthful in everything. To restrain this 
sentiment, it is only necessary to restrict it to proper 
expression. To laugh and giggle constantly is not 
only a sign of light-heartedness, but of light-headed- 
ness. "It is the loud laugh that speaks the vacant 
mind." 

Agreeableness 

Agreeableness is the sentiment that gives the 
sense of urbanity, suavity, and blandness. It pro- 
duces a desire and inclination to please, not for the 
sake of approval or the sense of justice, or even 
kindness, but from a feeling of pleasantry. In its 
cooperation with other elements of the mind, it 
supplies the property of pleasantness. With Ideal- 
ity it gives grace, ease and beauty to every action. 
It modifies the expression of the energies in such 
a way as to prevent harshness and roughness. With 
Approbativeness it gives politeness of manner and a 
pleasing way of saying and doing things. 

Persons in whom Agreeableness is deficient, are 
often blunt, harsh, and uncouth in manner and ex- 
pression. They may be truly kind-hearted, loving, 
and noble, yet these excellent qualities are known 



THE SEMI-INTELLECTUAL SENTIMENTS 265 

only to those who know them well. Those who have 
this sentiment very strong, are so agreeable and 
pleasing in manner as often to win favor beyond 
their merit. 

Agreeableness, like its companion, Mirthfulness, 
needs cultivating in most persons, young and old. 
A pleasant, polite, agreeable manner is one of the 
best weapons in the battles of life. None are so 
low in the scale of human sympathy, so dead to the 
influence of others, that they do not like to associate 
with one who is always agreeable. Most persons 
have experienced the sense of feeling wounded by 
a harsh, irritating answer to a civil question; and 
who has not had a disappointment lightened by a 
pleasant smile from the postal clerk as she said, 
"Nothing today"? Possibly a few are guilty of 
playing the agreeable to the point of deception, but 
far more have sinned by pursuing an opposite course. 

Very few realize the value of the reflex action 
of pleasantry upon mind and character. It is mar- 
velously conducive to happiness, harmony, and 
wholesome mentation. Any one may demonstrate 
this to his own satisfaction and learn a most valuable 
lesson by simply wearing a smile, and maintaining 
a pleasant, agreeable state of mind for one whole 
day. It's exhilarating effects, the joy it will bring 
to self and others, and the irritating things it will 
prevent, will be a surprise and an inspiration to 
continue in this. 

To cultivate Agreeableness, make a practice of 
saying, feeling and doing things in the most agree- 



266 PSYCHOLOGY OF SUCCESS 

able way; avoid finding fault, or speaking harshly; 
say, ''By His Grace I will be pleasant and agreeable 
in my thoughts and feelings and I will express 
agreeableness in my every act and word." To re- 
strain this sentiment is seldom necessary except 
where one is so agreeable as to be dishonest. 

Human Nature 

Human Nature is the sentiment that gives in- 
tuitive perception of the character of others. It is 
an instinctive element and therefore does not depend 
upon observation, objective knowledge or reason, 
but upon intuition, or psychic perception and knowl- 
edge. Aside from the impressions formed by ob- 
servation, comparison, memory, and reflection, man 
has an instinctive, intuitive judgment of his fellow 
man. This sentiment is the element through which 
this judgment is formed. 

Human Nature bears the same relation to our 
judgment of our fellow man that Spirituality does 
to our knowledge of God. Through revelation, ob- 
servation, and reason, man forms an opinion of the 
Infinite One, His attributes. His wonders, and His 
works; but only when Spirituality has been quick- 
ened by the Holy Spirit, does man come into the 
possession of experimental knowledge of God. In 
like manner, by study, observation, and experience, 
we know much about our fellow man, and from this 
knowledge we form opinions and pass judgment; 
but only as soul becomes en rapport with soul, do 
we percieve and experimentally know the disposition 



THE SEMI-INTELLECTUAL SENTIMENTS 267 

and the true character of another. The capacity to 
do this is determined largely by the strength and the 
activity of the sentiment in question, and like all 
other qualities, differs with individuals. 

The intuition of character arising from this senti- 
ment, is usually stronger in women than in men, as 
are all the intuitive powers. Its activity is one of 
the elements that enables women to be more con- 
formative than men. They more fully perceive and 
appreciate the inner wishes and desires of others. 
Man observes, thinks, remembers, analyses, and 
forms conclusions; woman feels, and her conclu- 
sions are formed. He can tell how he got there; 
she simply knows she is there ; and probably woman's 
intuitive conclusions are as often right as man's 
deductions. 

In the broader manifestation of this sentiment, 
through it's combination with other elements, it be- 
comes the basis of intuition of other things besides 
human nature. There are many who have learned 
from experience that their first impressions are 
usually right. Such have this sentiment strong. 
There are others who seem unable to form any 
conclusion of a social or a business nature, or make 
an estimate of character except through purely in- 
tellectual processes of perception and deduction. 
They are dead, as it were, to the feelings, desires, 
and inner states of others, except as informed by 
some outer manifestation. They never feel im- 
pressed that they should do this or that. Such 
have this sentiment very weak. 



268 * PSYCHOLOGY OF SUCCESS 

Those in whom Human Nature and Spirituahty 
are very strong, are constantly and almost perfectly 
guided by the sense of intuition. They seem to feel 
what is right and proper. If their lives are pure, 
they instinctively know whom and whom not to 
trust. Here again we see the outworking of that 
wonderful law of compensation. If honest, and 
actuated by pure motives, the spirit in us becomes 
the medium through which divine wisdom is com- 
municated. How unfortunate that, to gratify some 
desire, or indulge some foolish fancy, we desensitize 
this inner monitor so that we can no longer depend 
for instruction and guidance upon the voice of 
wisdom ! 

To cultivate Human Nature, make a careful study, 
first of your inner thoughts, impulses, desires, and 
mental processes, and next of the people with whom 
you are associated. The study of psychology, 
phrenology and physiognomy are helpful; but seek 
to go deeper than objective knowledge about people. 
Learn to feel psychically, to take on the condition 
of others, and inwardly realize them. To restrain 
this sentiment is necessary only when it is so strong 
as to make one too amenable and responsive to the 
influence of others. The cultivation of independence, 
will power, and training one's self to act from judg- 
ment rather than impression, will counteract this 
tendency. 



CHAPTER XIV. 

THE INTELLECTUAL FACULTIES. 

The Intellectual Faculties are divided into two 
groups, the Perceptive and the Reasoning. The 
Perceptive Faculties are Individuality, Form, Size, 
Weight, Color, Order, Calculation, Locality, Even- 
tuality, Time, Tune, and Language. The Reason- 
ing Faculties are Comparison and Causuality. All 
of these elements have their centers in the front 
lobe of the brain. The size of their organs is esti- 
mated by the fullness, height, and development of 
that portion of the head commonly spoken of as the 
forehead. The Perceptive Faculties are measured 
by the development of the lower portion and center 
of the forehead, and the Reasoning Faculties by 
the development of the upper part of the forehead. 
It is not easy to estimate the extent of the front 
lobe of the brain, since the middle lobe varies in 
size, and therefore occupies more space in some 
than in others. 

The Perceptive Faculties 

The Perceptive Faculties are those elements of 
the intellect by which we take cognizance of the 
properties of things in the external world, and 

200 



270 PSYCHOLOGY OF SUCCESS 

through which we learn and know. Things have 
their individuahty or distinctness of existence, form, 
shape, size, weight, color, location, relation, order, 
and number. Sound has its tones and time its 
duration. Each of these properties of things is 
perceived by an element of mind and held in the 
storehouse of memory. In addition to the percep- 
tion and the memory of the separate properties of 
things, there is a primary clement of mind that 
recalls what has once been perceived, and by causing 
each of the several faculties to reproduce it's specific 
property, the original perception is reproduced in 
the stream of consciousness. 

The Perceptive Faculties are fact-gatherers and 
truth-seekers. They supply the data for reason, 
comparison, and judgment. They gather the knowl- 
edge necessary for the proper guidance of the appe- 
tites and direction of the sentiments. They give 
wisdom to the feelings, and recall past experiences, 
and whatever has once been known. When these 
faculties are strong, they give the power and in- 
clination to learn, the desire to study, the hunger 
for knowledge, the close-observing eye, the good 
memory, the love of history, statistics, facts, and 
general knowledge. Combined with moderate Rea- 
soning Faculties and strong energies, they give the 
practical, go-ahead, business-like character; with 
Constructiveness, they give mechanical skill; with 
Ideality added, artistic and musical power; with 
strong Reasoning Faculties and the Mental Temper- 
ament, they give the broad, deep, comprehensive 



THE INTELLECTUAL FACULTIES 37I 

mind, the "putting-things-together" head, and form 
the basis of talent and genius. 

Persons in whom the Perceptive Faculties are 
deficient, have eyes and see not. They lack the 
ability and inclination to observe in detail. They 
learn slowly. With strong Reasoning Faculties and 
Constructiveness, they may be highly original and 
theoretical, full of ideas and ideals, but are impracti- 
cal. They are better at planning than executing. 
They are unfitted for any vocation requiring close 
perception, order, tact, artistic or mechanical in- 
genuity. The functions of these faculties and ways 
of improving them will become apparent as we 
study each separately. 

Individuality 

Individuality is the faculty that observes and 
takes cognizance of the distinctiveness of one thing, 
object, quality, principle, fact, or idea, as separate 
from others. It discriminates between the part and 
the whole and discerns the individuality of things. 
If we look at a picture, a book, a landscape, or in- 
terior of a room; or if we contemplate facts, phi- 
losophy, mathematics, or even abstract principles; 
we observe that each is composed of parts, or sepa- 
rate characteristics. The faculty in question is the 
first to perceive this fact and distinguish one part 
from another. 

The activity of Individuality inclines one to notice 
everything in detail. Persons in whom it is very 
strong see all that is to be seen. Whether the per- 



2TZ PSYCHOLOGY OF SUCCESS 

ception is made through the eyes or the other senses, 
they catch the separateness of things. What is true 
of their external perception is equally true in rela- 
tion to thought, principles, etc. Every emotion, 
fact, truth, idea, or ideal is held in its distinctive 
individuality, giving clearness of concept. Those 
in whom this faculty is v^eak, see everything in 
general but nothing in particular. Their mental 
concepts of truths are as indefinite as their observa- 
tions. 

To cultivate Individuality, study and observe 
everything in detail. Classify and arrange thoughts 
and things that everything may have its distinctive 
existence in the mind. Make a practice of glancing 
down a street, or into a room, and then see how 
many things can be recalled. 

Form 

Form is the faculty that perceives shapes, figures, 
forms, and configurations. As Individuality takes 
cognizance of the separate existence of things, so 
Form perceives their shapes or outlines. This fac- 
ulty enters into almost every mental operation. 
Everything we see has form ; even thoughts, ideals, 
and other mental images take shape in our minds; 
therefore, this faculty is constantly in action whether 
we are observing things in the external world or 
engaged in reflective mentation. In all sorts of 
work, such as drafting, writing, moulding, modeling, 
painting, and in every branch of science, art and 
mechanics, wherever the shape of things is to be 



THE INTELLECTUAL FACULTIES 273 

considered, there the faculty of Form is indis- 
pensable. 

Persons in whom this faculty is very strong, 
excell in the memory of faces and outlines; and if 
Ideality and Imitation are strong, they do well as 
artists and copyists, especially in the reproduction 
of shapes, handwriting, etc. They remember names 
by writing them and recalling the form of the word. 
They usually excell in spelling. They notice every 
imperfection in shape and are annoyed by it. Where 
this faculty is undeveloped it leaves one incapable 
of judging of the correctness of form and outline, 
deficient in the memory of faces and configurations, 
and lacking in clearness of mental vision, definite- 
ness of thought, and capacity for concise expression. 

To cultivate Form, observe in detail the outline, 
shape, construction, and distinguishing features of 
everything and make a practice of recalling them. 
Strive to discriminate between resemblances and 
differences in everything. Put ideas into definite 
shape. Practice diagraming and comparing one 
thing with another. 

Size 

Size is the faculty that takes cognizance of di- 
mensions, proportions, and magnitude. Like Form 
and Individuality it is constantly employed in every 
perception, for everything of form has dimensions. 
Lengths and distances, breadths, heighths, and 
depths, proportions and harmonies, bulk and quan- 
tities are all measured by this faculty of Size. It is 
interested in the littleness and the bigness of things. 



374 PSYCHOLOGY OF SUCCESS 

The property of size is a relative one. A thing 
is big or little according to arbitrary standards of 
measurements. The faculty in question judges sizes 
by comparing the dimensions of one thing with 
those of another and with estabHshed standards. 
Because of the constant use of this faculty, its 
early training is of great practical importance. If 
one is to work anywhere in life where measure- 
ments are to be taken into account, he should have 
Size strong. Those in whom this faculty is deficient 
cannot estimate size or distances with the eye, and 
therefore make poor artisans, housekeepers, dentists, 
and surgeons, in fact poor at anything depending 
upon judgment of dimensions. 

To cultivate Size, observe closely the relative di- 
mensions of things. Estimate with the eye, then 
use the line, square, or compass to correct the judg- 
ment. Notice bulk and proportion, and constantly 
discriminate between them. In a pint of peas there 
is an endless opportunity for cultivating Form and 
Size; for while they are all "as near alike as two 
peas," there are really no two peas alike, and by dis- 
criminating between their forms and sizes, these 
faculties are increased. 

Weight 

Weight is the faculty that takes cognizance of the 
relative weight of things. As Size measures bulk, 
so Weight measures heft. Like Size, it depends 
upon arbitrary standards and comparisons for its 
estimates. If one is shown a piece of metal, such 



THE INTELLECTUAL FACULTIES 275 

as he has never seen, Individuahty perceives of its 
existence as a separate thing; Form recognizes its 
shape; Size estimates its dimensions. All these 
perceptions may be made without touching it. Now, 
Weight wants it picked up in order to determine its 
heft. From the testimony of the other perceptions, 
Weight expects the heft to be about so much; but if 
the piece of metal is hollow, or is aluminum, Weight 
is surprised that the heft was not as expected; but 
with practice it will learn to discriminate this sort 
of metal from other metals, and estimate its heft 
more correctly. 

By the constant perception of the laws of gravity, 
through the faculty of Weight, the tension of the 
muscles is so adjusted as to maintain a perfect 
equlibrium of the body in walking, riding, balancing, 
skating, dancing, etc. The difference in people in 
balancing power, the capacity to walk a narrow 
plank, ride a bicycle, or maintain a perfect poise of 
the body, is due largely to the varying strength of 
this faculty. When Weight is very strong and com- 
bined with moderate Caution it gives the ability to 
go aloft, to work on high scaffolding, or walk a 
tight rope. It plays a very important part in the 
construction of the modern sky-scraper. Combined 
with strong Constructiveness, Weight enables the 
mechanic to adjust a blow that it may have the 
desired force. Working with the other Perceptive 
Faculties, Weight enables one to plumb with the 
eye, and causes him to feel annoyed when pictures 
or fixtures do not hang or set true. The mechanic 



276 PSYCHOLOGY OF SUCCESS 

with this faculty strong sees at a glance if a wall, 
timber, or line is not perpendicular. Persons in 
whom Weight is deficient find it difficult to keep 
their balance in riding, skating, etc. They lack 
poise and grace in the control of the body. They 
are unable to estimate heft or gravity anywhere. 

To cultivate Weight, make a practice of balancing, 
plumbing, hurling, skating, riding a wheel, or any- 
thing that requires the perception of the laws of 
gravity. Estimate the weight of things in the hand, 
and then correct these estimates by the use of scales. 
All instances where pressure is used, or force is 
applied by estimate, tends to strengthen this faculty. 

Color 

Color is the faculty that perceives color, shades, 
hues, and tints. It works exclusively with the 
eye. The separate existence of things, their form, 
size, weight, relation, order, and number may be 
perceived by the sense of touch and some of these 
by other senses, but not so with their color. Where 
this faculty is deficient, it leaves one unable to ac- 
curately distinguish between tints, and where very 
weak, color-blindness is the result. Even where the 
eyesight is perfect, color tests show that this faculty 
if often deficient. Where the eyesight is poor in 
childhood, the faculty of Color usually fails to 
develop. 

Persons in whom Color is very strong, take de- 
light in the study and comparison of shades and 
tints. They are able to see many tints and hues in 



THE INTELLECTUAL FACULTIES 277 

a sunset or on a mountain side, where others see 
but few. As artists they excel in color. With 
strong Ideality they have exceptional taste in the 
selection and arrangement of colors and in the dis- 
cernment of harmonious and discordant shades. 
This faculty is often very strong among aboriginal 
peoples. It is noticeable among many birds which 
show a great appreciation for and pride in the 
colors of their plumage. A strange freak about this 
faculty is that sometimes it is deficient in the ca- 
pacity to perceive one or more colors, yet is good 
in the perception of other colors. Its activity plays 
a very important part in many lines of industry. In 
science and in art it is constantly employed as a 
means of discrimination. Writers and speakers in 
whom it is strong delight in word painting. Even 
the commonest toiler loses much out of life if 
unable to perceive and appreciate the colors, shades, 
and hues with which nature beautifies herself. 

To cultivate Color, carefully observe every tint 
and shade; make a practice of discriminating be- 
tween tones and hues, observing similarities and 
differences. Study the productions of color artists 
in the art galleries and notice the effects produced 
by blending and shading. Give attention to the 
effects of color in textiles and in the applied arts, 
and in flowers, foliage, landscape, sea, sky, and all 
nature. 

Order 

Order is the faculty that takes cognizance of order, 
system, method, and arrangement. Everything must 



278 PSYCHOLOGY OF SUCCESS 

bear some relation to other things with which it 
is associated. This faculty perceives these relations, 
is gratified by their orderly arrangement, and is 
annoyed or pained by disorder. It is interested not 
only in the objective world of things, but also in 
the subjective life and mental processes. 

Persons in whom the faculty of Order is very 
strong take a delight in arranging everything in 
proper relation to other things. In the house, the 
store, the shop, or the library they have a place 
for everything, and are annoyed if it is not in its 
place. If Ideality is strong, they usually have good 
taste in decoration and in arranging things appro- 
priately and harmoniously; but if Ideality and Con- 
structiveness are weak, their conceptions of order 
are often absurd. Persons in whom this faculty is 
weak, work at a disadvantage. They live in the 
midst of chaos, begin work in the wrong place, do 
the wrong thing first, and have no established time, 
method, or system. Some have this faculty so 
strong as to make them slaves to system and method. 
Many a well-meaning housewife wears herself out 
in an effort to have things "just so." 

The way in which persons will manifest Order, 
even when it is strong, depends largely upon the 
relative strength of the other elements. With 
strong energies and mechanical ingenuity, this fac- 
ulty aids in arranging and systemizing things. With 
strong literary faculties, it aids in the construction 
of sentences and the arrangement of subject matter. 
With strong Sublimity and imaginative powers, it 



THE INTELLECTUAL FACULTIES 279 

perceives and rejoices in the order and system that 
prevails throughout the universe. 

To cultivate Order, arrange things in proper re- 
lation to other things, then keep them so. Put 
method and system into work; have a time for 
everything and keep to this time. Cultivate the 
habit of orderly thinking and doing. Strive to 
discern and discriminate between order and dis- 
order, and in this discrimination, the faculty will be 
strengthened. To restrain Order is only necessary 
when it leads to slavish adherence to method, or 
to waste of time and energy. 

Calculation 

Calculation is the faculty that takes cognizance 
of numbers. It gives the power of enumeration, the 
tendency and ability to count, add, subtract, and 
comprehend the multiplicity of things. It is the 
primary faculty in arithmetic, the basic element of 
mind employed in perceiving the relations of num- 
bers and in applying the science of mathematics. 

Philolaus said, ^'Number is great and perfect and 
omnipotent, and the principle and guide of divine 
and human life." Everything exists in numbers. 
The universe is composed of many systems; each 
system of many planets; each planet of many ele- 
ments. The organic world has many forms of life. 
Each organism is built of an infinite number and 
variety of cells. Each cell is composed of innum- 
erable molecules; and all things animate and in- 
animate are the product of modes of motion or 



280 PSYCHOLOGY OF SUCCESS 

forms and numbers of vibration. Calculation is 
the faculty that enables the mind to take cognizance 
of this phenomena of numbers and their relations, 
and is therefore, as the ancient philosopher said, 
the basis of the science of being and all existence, or 
manifestation of the infinite I AM. 

Calculation, like the other Perceptive Faculties, 
is constantly employed in every vocation and condi- 
tion of life. We estimate, buy, and sell many things 
by number, by the dozen, gross, hundred, thousand, 
etc. ; while for things that are difficult to enumerate, 
we establish standards of weights, measures, and 
durations, and estimate by the number of units in 
the established scale. Calculation, combined with 
strong Vitativeness, inclines persons to estimate and 
take an interest in the age of others; with strong 
Inhabitiveness, they will tell how long they have 
resided in a particular place; and if Veneration is 
strong they will prize most highly relics of antiquity. 
Combined with Acquisitiveness, it gives the tendency 
to count money or things of value, to estimate per 
cents, profits, etc. With strong Eventuality it gives 
a great love of statistics and memory of numbers; 
with Time added, the inclination and ability to re- 
member the particular hour or day when a thing 
occured, a fondness for chronology, and a tendency 
to base conclusions on statistics or mathematical de- 
ductions. With Comparison, it gives the tendency 
to compare dates, percentage, etc. It modifies Lan- 
guage and enters into metaphors like "the sands of 
Sahara's plains" and "the drops of Old Ocean," and 



THE INTELLECTUAL FACULTIES 381 

often induces the imagination to get numbers too 
large. 

Among many savage and semi-civilized tribes the 
faculty of Calculation seems almost entirely wanting. 
Some of them are unable to count above five or ten 
and are incapable of comprehending the relation of 
numbers. Among highly intellectual persons there 
is a vast difference in the strength of this faculty. 
Some readily perform difficult problems in the mind 
and are natural mathematicians; while others in 
whom this faculty is deficient, are poor in arith- 
metic and calculate numbers with difficulty. Two 
of the greatest and most distinguished men of the 
last century were so sadly deficient in Calculation 
that they were unable to master the multiplication 
table. 

To cultivate Calculation, study arithmetic and the 
science of mathematics, and put them into daily 
practice. Memorize numbers, figures, statistics, 
dates, etc. 

Locality 

Locality is the faculty that takes cognizance of 
the position, place, and location of things. No two 
things can occupy the same place at the same time, 
therefore, each thing has its peculiar location and 
bears a certain relation to other things. This fac- 
ulty perceives these locations and relations. It gives 
the desire to want to see, the ability to remember 
places, and the power to keep directions and geo- 
graphical locations in mind. 

The faculty of Location is even more strongly 



282 PSYCHOLOGY OF SUCCESS 

manifest in many of the lower animals than in man. 
Birds migrate hundreds of miles, yet come back to 
the same place to nest. In the spawning season 
fish return from the deep sea to the creek in which 
they were hatched. Many domestic animals, car- 
ried long distances, caged so that they cannot see 
out, when liberated, will start back and often make 
a direct line for home. Persons in whom this fac- 
ulty is very strong, never lose their direction. The 
winding streets of a city, the dense forest, the broad 
plain, or even the trackless ocean in the darkest 
night or densest fog will not bewilder them. They 
find their way as by instinct and can scarcely be lost. 
They perceive and remember the location of every- 
thing. If Order is also good, they will know 
exactly where to find almost anything in the home, 
office, or shop, even in the dark. Persons in whom 
this faculty is weak are always gettings lost, "turned 
around." The sun frequently rises in the wrong 
place. They do not perceive or remember the loca- 
tion of things, places, and often forget where an 
important event in the life occured, remembering 
the fact but not the place. 

This faculty gives a fondness for travel, a desire 
to see places, and inclines one to move about. This 
is especially true when Inhabitiveness is moderate 
or weak. With Inhabitiveness strong and Locality 
deficient, the tendency is to stick to the old home- 
stead. Locality combines with the other mental 
powers in such a way that whenever a thing is 
thought of, this faculty recalls the location, present- 



THE INTELLECTUAL FACULTIES 283 

ing, as it were, a picture of the object and its sur- 
roundings. Even in old age, persons with strong 
LocaHty will tell the exact location and relation of 
everything that surrounded them in childhood ; while 
those in whom it is deficient, retain no definite mem- 
ory of the location of objects, even though other 
memories are good. 

To cultivate Locality, observe closely the absolute 
and the relative positions of everything. Make a 
careful study of geographical locations. Strive to 
keep the points of the compass in mind. Have a 
place for everything and associate places with 
things. Map drawing, studying the locations of 
cities, and travel tend to strengthen this faculty. 

Eventuality 

Eventuality is the historian of the mind. It is 
the faculty that takes cognizance of events, facts, 
news, phenomena, and circumstances, and gives the 
power to recall them. It is like a sensitive plate on 
which is photographed the pictures reflected by the 
powers of perception. 

Memory is one of the primary functions of every 
element of the mind. Each element remembers the 
property of a thing of which it takes cognizance; 
but since each faculty retains but one particular 
property, it requires the refunctioning of all to 
reproduce the mental image. One of the functions 
of Eventuality is to cause this refunctioning and 
thus re-collect from each element its distinctive part, 
thereby reproducing the image. To illustrate : We 



384 PSYCHOLOGY OF SUCCESS 

observe a ship landing, and Individuality perceives 
it as a separate thing; Form, it's shape and the 
shape of things thereon; Size, the dimensions of the 
whole and the parts; Calculation, their number; 
Order and Locality, their relation, etc. All of these 
constitute parts of an event, the facts of which 
Eventuality retains. By the re functioning of this 
faculty the event is recalled. With the recalling of 
the event the properties perceived by the several 
Perceptive Faculties are reproduced in the stream 
of consciousness, resulting in a mental image of the 
ship and all its parts as originally perceived. If 
any of the Perceptive Faculties were deficient, the 
perception of that property would be correspond- 
ingly deficient in the original image, and therefore 
wanting in the recalled image. Thus, if the faculty 
of Size were weak in the observer, and the other 
faculties all strong, he would have a perfect memory 
of the vessel except as to its size and dimensions. 
If Calculation, which perceives numbers, were de- 
ficient, he probably could not tell the number of 
masts or yard arms she carried. If Color were 
deficient he would probably fail to recall the color 
of her hull. From this it will be seen that Eventu- 
ality plays a very important part in all intellectual 
processes. It not only remembers events but takes 
the initiative in calling all the other faculties into 
action and thereby re-collecting from them the prop- 
erties necessary to reproduce a mental image or a 
memory. 

Where Eventuality is strong, it gives what is 



THE INTELLECTUAL FACULTIES 285 

commonly spoken of as a good memory, which is 
possibly the most desirable of all mental powers. 
Those who have this faculty very strong, are able 
to recall almost every important event in their lives, 
also whatever they have seen, read, or once known. 
They are natural historians. They commit to 
memory easily and excel in history, literature, and 
all studies where facts are to be memorized. Some- 
times this faculty seems to usurp all the other 
mental powers. Persons so constituted gather a 
great fund of knowledge and become an encyclo- 
pedia of facts, yet lack the ability to digest or apply 
them. 

To cultivate Eventuality, practice concentration, 
that the perception may be perfect. Without a clear, 
definite perception there can be no perfect memory 
or recollection of mental images. To do this, notice 
intensely, discriminatingly, with undivided atten- 
tion the thing perceived; then re function the per- 
ception by re-imagining it in the mind and fre- 
quently recalling its every detail. Read only such 
things as are worth remembering. Read slowly; 
take from a paragraph or a page the important 
facts; repeat these in the mind and they will be- 
come fixed and separated from unimportant matter. 
Re-express in words what you wish to remember, 
for expression always deepens impressions. Event- 
uality is amenable to suggestion and may be im- 
proved by daily using the following formula: 'T 
notice in detail. I form a definite perception of 
every fact and event. I can recall at will any thing 



286 PSYCHOLOGY OF SUCCESS 

that I want to remember." The suggestion should 
be adapted to the requirements of the individual; 
then, by putting will and desire back of the sugges- 
tion, striving to fix facts and events in the mind, 
and associating them with other events, scenes, and 
places, they may readily be recalled. 

Time 

Time is the faculty that takes cognizance of the 
duration and succession of time. It is the chro- 
nologer of the mind. It remembers dates and the 
time when things occurred. It enables one to keep 
time in music, in walking, dancing, etc., and to 
form an estimate of the time of day. 

Planets pass around their orbits in a given length 
of time. Earth has its seasons and fixed periods. 
Man, observing the duration of these periods, has 
divided and subdivided them into hours, minutes, 
and seconds, thereby forming standards by which 
time is reckoned. We learn by experience the 
length of these several periods and through the 
faculty of Time are able to estimate them. In pro- 
portion to the strength of this faculty, one esti- 
mates time accurately. Persons in whom this fac- 
ulty is very strong have little need for a watch. 
Even when awakened from a sound sleep they will 
form a close estimate of the time. If Calculation 
is also good they are able to tell how long it will 
take to do a certain thing and are very accurate in 
the memory of dates. In reciting a past experi- 
ence, they will often begin by telling the exact hour 



THE INTELLECTUAL FACULTIES 287 

of the day, and day of the week or the month in 
which the event occurred. They keep step or time 
in music without any thought or voHtion. Where 
this faculty is deficient, even though all the other 
mental powers are strong, it leaves one incapable 
of keeping time or estimating duration of time. 
They cannot keep time in music, take little interest 
in the study of dates, and are quite as likely to be 
ahead of time, or behind time, as on time. The 
activity of this faculty tends to regularity, prompt- 
ness, and exactness, and therefore should be culti- 
vated in all except those in whom it is naturally 
strong. 

To cultivate Time, practice estimating time and 
correcting the estimate by the watch. Discriminate 
between perfect and imperfect rhythm and notice 
the time required to do a certain piece of work. 
Have a time for everything and begin and quit 
work on time. In short, notice the duration of time 
and mentally measure the passing period. By cen- 
tering the mind upon the thought of time, and by 
keeping time in walking and doing all things with 
regularity and promptness, this faculty may be so 
strengthened as to be of great service as a time 
saver and money maker. 

Tune 

Tune is the faculty that perceives tones and the 
harmony of sounds. It enables one to appreciate 
melodies, and to discriminate between chords and 
discords, also to measure the quality, pitch, and 



288 PSYCHOLOGY OF SUCCESS 

variety of tones. It is distinctively the musical 
faculty. As Form takes cognizance of the shapes 
of things and remembers them, so that they may 
be recalled at will, so Tune perceives the quality, 
peculiarity, and variety of tones, registers these 
perceptions and by refunctioning reproduces them. 

We often speak of having a *'good ear for music," 
which does not mean that perfect hearing is all that 
is necessary to discriminate tones. The power to 
discriminate between tones is determined by the 
strength of the faculty in question. One may have 
perfect eyesight, be able to see objects, form, sizes, 
light, and shade, yet if the faculty of Color is 
wanting, he will be color-blind. In like manner, 
one may have a perfect ear, and be able to hear the 
faintest sound, to distinguish degree of volume; yet 
if the faculty of Tune is deficient, he will be 
tone-deaf. 

Tune is the basis of musical talent but is not the 
only essential. Time is necessary to estimate dura- 
tion, and Ideality, Imitation, and Constructiveness, 
to give rhythm and the power to reproduce tones. 
Tune recognizes only variety and harmony of 
tones. Time, aided by Eventuality, Ideality, and 
Constructiveness, places tones in such a relation as 
to produce music. Persons deficient in this faculty 
are able to distinguish only a few of the simpler 
tones. They find it difificult to pronounce words of 
complex sounds, or master foreign languages. 
Tune is quite as essential to the correct modulation 
of the voice in speaking as in singing. 



THE INTELLECTUAL FACULTIES 289 

The faculty of Tune is a strong factor in char- 
acter building and character expression. Combined 
with the other elements it aids in the expression of 
every sentiment and feeling; with Courage and 
Tixecutiveness it produces martial music; with the 
affections, the melodies of love ; with Inhabitiveness, 
"Home, Sweet Home" ; with the Moral Sentiments 
it produces sacred music and aids in devotion. The 
class of music preferred is determined by one's 
peculiarities. Each enjoys most the music that ap- 
peals to his strongest elements, whether propensity, 
feeling, or sentiment. Those having a predomi- 
nance of the martial spirit, prefer martial music. 
Those who live in their feelings are charmed with 
the sentimental ballad. Those of fine esthetic and 
intellectual powers appreciate complex symphonies, 
while those having strong Moral Sentiments are 
inspired by the oratorio. Now, since like excites 
like, different classes of music excite in one's nature 
the same elements of mind that produced the music. 
Martial music stirs the martial spirit so that many 
a man under its influence has been thrilled with 
patriotism and inspired to give his life's blood to 
deepen the colors in his country's flag. A mother's 
lullaby and the songs of love excite within one's 
nature those tender emotions that bind hearts to- 
gether. Sacred song awakens the devotional spirit 
that makes possible the union and communion of 
the soul with God. Unfortunately, the same law 
applies to music that is born of base desires and 
expresses the carnal passions. When such is pre- 



290 PSYCHOLOGY OF SUCCESS 

sented, as it is in the dance hall, it tends to awaken 
in the dancer those subjective emotions through 
which Satan seduces the soul and controls it for 
evil ends. Music hath power to lift man to heaven 
or betray him into hell. 

To cultivate Tune, strive to distinguish variety 
and harmony of tones. The faculty increases by 
this effort to distinguish. It is improved by the 
study of vocal and instrumental music, but especially 
by discriminating between tones and trying to ex- 
press them. 

Language 

Language is the faculty that gives the power of 
articulate speech and the memory of words. With- 
out the faculty of Language one may utter inco- 
herent sounds, but be unable to articulate and modu- 
late the several tones so as to produce words. 
Among the lower animals, the tones uttered are 
comparatively simple, corresponding to the sim- 
plicity of their natures ; but these simple utterances 
serve the purpose of a language and are understood 
by animals of the same class. The language of 
savages consists of a few words, grunts, and gut- 
tural tones. As man rises in the scale of intelli- 
gence and mental complexity the power of articu- 
late speech increases correspondingly. 

In every language there are classes of words that 
are the expression of the several elements of the 
mind. The peculiar characteristics of a language 
are determined largely by the psychology of the 
people that evolved it. Words and phrases come 



THE INTELLECTUAL FACULTIES 291 

into use and fall into disuse according to changes 
in the national life. A language evolved by philo- 
sophic and scientific minds, given over to a nation 
in which the social and business qualities are most 
in use, would soon lose many of its distinctive fea- 
tures and be supplemented by the phraseology of 
trade. What is true of the language of nations is 
equally true in the individual. Aside from the in- 
fluence of education, each person is inclined to use 
words that correspond to the peculiarities of his 
nature. Those with weak imagination and senti- 
ment, having strong appetites and propensities, nat- 
urally select words that are expressive of appetite, 
courage, business, and things. Those in whom the 
affections and sympathies are strong use many 
words expressive of these qualities. Those having 
strong Perceptive Faculties and Comparison use 
many nouns and adverbs and are inclined to change 
all forms of speech from the abstract to the con- 
crete ; while those with strong Ideality and Sublim- 
ity are fond of descriptive adjectives. 

The ability to learn articulate speech depends pri- 
marily upon the faculty of Language, but Eventual- 
ity and Tune are also needed. When these three 
faculties are strong, they give the capacity to learn 
foreign languages easily by hearing them spoken, 
also the ability to commit to memory easily and 
recite verbatim. This combination, with moderate 
Reasoning Faculties, makes one a veritable talking- 
machine — a phonograph which never ruHS down. 
If the other intellectual faculties are strong and 



292 PSYCHOLOGY OF SUCCESS 

well trained, the person so constituted has great 
natural power as a public speaker, linguist, or 
writer. Where the faculty of Language is deficient, 
it leaves one incapable of expressing his thoughts, 
feelings, or desires. Even where the mind is well 
trained and the thoughts clear and definite, he is 
unable to command the words essential to clear ex- 
pression. Parents often make the mistake of check- 
ing children from talking and thereby prevent the 
development of this faculty. 

To cultivate Language, first master the parts of 
speech. Make a practice of reading aloud from 
good authors with a dictionary at hand; then write 
or repeat to someone a synopsis of what you have 
read. Carry a pocket Webster and learn one or 
two new words every day. Train the mind to clear, 
definite thinking, as an aid to concise expression. 
Practice writing sharp, pointed paragraphs, brief 
descriptions and rhythmic sentences. To restrain 
this faculty, think more and talk less. 

The Reasoning Faculties 

The Reasoning Faculties, consisting, of Causality 
and Comparison, are the basis of reason, logic, and 
philosophy. They take the data gathered by the 
powers of perception and the truths held in the 
storehouse of memory and from these make deduc- 
tions and draw conclusions. They give the tendency 
and the ability to theorize, plan, speculate, and phi- 
losophise. They are related to the mind rather than 
the external world, their function being to analyze, 



THE INTELLECTUAL FACULTIES 293 

digest, and put together such data as are furnished 
by the other elements of the mind, and form con- 
clusions from the same. 

When the Reasoning Faculties are very strong, 
they give originality and incline one to be medi- 
tative, reflective, thoughtful, and abstract. Where 
these elements combine with strong energies and 
Constructiveness they give great engineering power, 
also the capacity to both plan and execute ; combined 
with a strong social nature they theorize on social 
problems; with strong Acquisitiveness, they invent 
ways of making money; with strong Moral Senti- 
ments, they originate plans and theories of reform, 
religion, etc. ; with strong Perceptive Faculties 
added, they give a broad comprehensive mind, the 
ability to look at things from many sides, to be 
judicious, level-headed, and comparatively unpreju- 
diced. Where the Perceptive Faculties are deficient, 
and the Reasoning Faculties strong, they make one, 
impractical, theoretical, full of plans, notions, ideas, 
and schemes of little use to their possessor or others. 
The deficiency of these powers leaves one all but 
incapable of abstract thinking, reasoning, and 
planning. 

From a false system of education, the develop- 
ment of the Reasoning Faculties is often sadly 
neglected. In many schools pupils are urged con- 
stantly to commit to memory, to consult books and 
authorities for everything, with the result that they 
never learn to think. They lack originality and 
independence. They are governed by the opinions 



294 PSYCHOLOGY OF SUCCESS 

of others. They go through Hfe without the 
capacity to put things together and draw conclu- 
sions. They are slaves rather than freemen ; for he 
alone is free who can gather facts, interpret their 
meaning, draw his own conclusions, and be conscious 
of the truth within himself. 

Causality 

Causality is the faculty that studies causation. It 
perceives the relation of cause and effect. It dis- 
cerns the end from the beginning, and concludes 
what must have been the beginning from the end. 
It is the principal element employed in philos- 
ophy, logic, and creative fancy. 

Causality, aided by Constructiveness, is the plan 
maker. It responds to the demands of all the other 
elements and formulates plans to gratify them. It 
works with Acquisitiveness in economizing and 
financing; with Alimentiveness in planning ways 
and means of sustenance; with the Social Feelings 
for establishing the home and the social rela- 
tions ; with Self-esteem and Approbativeness to for- 
mulate plans to gratify ambition; with Conscience 
to make laws of justice and equity; and with Spir- 
ituality and Veneration to apprehend the plan of 
man's salvation and the world's redemption. It 
takes data from every source and by the aid of 
Comparison weighs it in the balance of reason, 
sounds it by the plummet of logic, measures it by 
the chain of deduction, tests it by the light of known 
facts, and forms a conclusion which it declares to 



THE INTELLECTUAL FACULTIES 295 

be TRUTH. It is not always right, for it often 
works from false premises and mistakes error for 
truth, but it arrives at the logical sequence of the 
data supplied by the other elements of the mind. 

Causality has not inappropriately been called the 
faculty of "Why." It is the inquirer of the mind, 
the interrogation point of the soul. Other elements 
are content to know that a thing is so. This faculty 
must know why. It is not satisfied with belief but 
insists upon a reason. It is the truth seeker — the 
thought producer. It reasons from the known to 
the unknown. It taught Newton the laws of 
gravity; gave Galileo his conception of planets, and 
formulated Plato's philosophy. 

In the natural order of mental development. 
Causality does not become manifest as early in 
childhood as the Perceptive Faculties, but in some 
children it is active from early infancy. They want 
to know the "why" of everything, the "what for?" 
and insist upon a reason. Their frequent interroga- 
tions are often very annoying to parents, but it is 
a sign of mind power, of capacities which only need 
directing and developing to produce a thoughtful, 
logical intellect. Refusal to answer the questions 
of such children will result in retarding the devel- 
opment of these elements. If a child does not ask 
questions, it is a pretty sure sign of a poor inherent 
intellect, and special attention should be given to 
awakening and cultivating the mental faculties. 

To cultivate Causality, think, meditate, study the 
relations of cause and effect. Ask why, how, for 



296 PSYCHOLOGY OF SUCCESS 

what reason? Go after first principles and apply 
these in the practical affairs of life. Never go to 
the books or consult an authority for anything you 
can find out by thinking. Practice planning, put- 
ting together, taking to pieces, and analyzing. Study 
logic and philosophy. Spend a little time each day 
in calm reflection. To restrain this faculty, remem- 
ber that utility is the test of all plans, that theories 
are valuable only when put into practice. Strive in 
all ways to be practical and avoid wasting time and 
effort in mere abstractions and purposeless medi- 
tation. 

Comparison 

Comparison is the faculty that gives power to 
compare, classify, draw inferences, analyse, criticise, 
and see resemblances and differences, analogies and 
similarities. It is the critic of the mind, the central 
pivot on which swings the balances of judgment. It 
is the basis of inductive and deductive reasoning. 

Like Causality, this faculty acts upon the subject 
matter furnished by the other elements. It takes 
the data gathered by the senses and the Perceptive 
Faculties and analyzes and compares them, thereby 
aiding Causality in the formation of judgment. The 
same is true of the relation of Comparison to the 
emotions, feelings and sentiments. It weighs the 
influence of each and from their relative importance 
helps to make up the judgment. It compares the 
present with the past and thereby aids Causality 
in forming conclusions relative to the future. 

Persons in whom Comparison is very strong are 



THE INTELLECTUAL FACULTIES 297 

inclined to reason largely by analogies and similes. 
They see resemblances and differences everywhere 
and if the Perceptive Faculties are good, have great 
power of analysis. As writers and speakers they 
excel in parables, allegories, and figures of speech. 
A good degree of this faculty is indispensable in all 
branches of science, literature, art, business, and 
even in the most common affairs of life. Since all 
knowledge is but relative and comparative, this fac- 
ulty is related to every intellectual process, com- 
pares every known fact and phenomenon, and is 
therefore as essential to right thinking as the eye 
is to vision. 

To cultivate Comparison, observe closely and 
strive to discern resemblances and differences. Com- 
pare the qualities and peculiarities of one thing with 
those of another. Carefully analyze evidence. 
Draw inferences and practice discriminating between 
facts, ideas, emotions, desires, things, and principles. 
Say to the self, "By the mind of the Spirit, I am 
critical, analytical, and discriminating." To restrain 
this faculty, avoid hair-splitting analysis and far- 
fetched deductions. Beware of the unwarranted 
use of parallels and analogies. Especially, avoid 
adverse comparisons that may pain another. 



CHAPTER XV. 
THE MORAL SENTIMENTS. 

The Moral Sentiments are Conscience, Hope, 
Spirituality, Veneration, and Benevolence. These 
sentiments have their centers in the upper part of 
the brain. The size of their organs is estimated by 
the height, breadth, and fullness of the top-head. 
When strong and active they give a frank, honest, 
candid, pure, clear, good expression to the face. 

The Moral Sentiments are the basis of morality, 
justice, reverence, faith, hope and charity. They 
are the crowning elements in man's nature, the 
rightful rulers of the mind, the powers implanted by 
an all-wise Creator to have dominion over the animal 
in man, to control the propensities, restrain selfish- 
ness, overcome evil, and eventually destroy ani- 
mality by the reign of spirituality. Whatever is 
truly admirable; whatever is worthy of reverence; 
whatever is good and pure; whatever is honorable 
and venerable; whatever is kind and charitable; 
whatever is Christ-like in man's nature, comes from 
the activity of these sentiments. In proportion as 
they predominate over the propensities, is there law, 
justice, kindness, and goodness in the character. 

Where all these elements are strong and harmo- 
298 



THE MOEAL SENTIMENTS 299, 

nious in their influence, they tend to produce a con- 
sistent, reHgious character; but if one or more of 
them are weak, the results are incongruities and 
contradictions in behef and conduct. Thus if a 
person have strong Conscience but weak Veneration, 
he will be honest and law-abiding, but lack reverence 
for God and things sacred. Reverse this combina- 
tion and there will be great reverence, and, with an 
emotional temperament, fervor in devotion with 
probable dishonesty. One having strong Benevo- 
lence and Conscience will manifest a religion of 
humanity, ethics, charity, law, and sympathy; but 
if Spirituality and Veneration are wanting, he will 
be incredulous, irreverent and show little interest in 
Sabbath Day religion or the established church and 
its forms of worship. Reverse this combination and 
add strong propensities, and the character will be a 
great believer, full of faith, highly devotional, yet 
self -centered, uncharitable and not averse to the sort 
of business that accrues largely to the self. The 
inconsistent lives of many Christians are largely the 
result of the weakness of one or more of the Moral 
Sentiments. When we realize that prayer comes 
from one sentiment, justice and honesty from 
another, faith and credulity from another, hope and 
expectancy from a different source; that kindness 
and sympathy have their origin quite apart from all 
the rest; that none of these sentiments are neces- 
sarily related to or dependent upon the others ; and 
that some may be strong and others weak in the 
same person; — then it is easy to understand how a 



300 PSYCHOLOGY OF SUCCESS 

person may be prayerful and venerating, yet dis- 
honest ; sympathetic and charitable, yet incredulous ; 
or conscientious, sincere and faithful, yet unchar- 
itable or irreverent. 

In the foregoing paragraph we have been con- 
sidering natural tendencies and their influence upon 
religious character; but in the deeper experience of 
the atonement, regeneration, growth in grace, sancti- 
fication, and in-Christing, these natural tendencies 
are supplanted by the Christ nature. The old man 
with his peculiarities is put off and the Indwelling 
Spirit brings forth a new nature in the image of 
God, having the characteristics of the Christ. Unfor- 
tunately, under the present regime of church life 
and teachings, the old natural tendencies of human 
nature persist in most professing Christians, result- 
ing in various inconsistencies. 

Those in whom the Moral Sentiments are nat- 
urally weak, find it difficult to do right. They are 
truly undeveloped souls, and lack the capacity and 
incentive to higher things natural to those that are 
well born. Under grace, the lowest may live noble 
lives, but without this divine transforming, sustain- 
ing power, those deficient in these sentiments are as 
one working in the dark. It is with great effort that 
they do even passably well. Such persons are to be 
pitied, rather than despised; helped, rather than 
condemned. A knowledge of mental philosophy 
makes plain the principle underlying the injunction, 
"Judge not." Many a villain has made a harder 
fight for honor, virtue, or temperance than have 



THE MOEAL SENTIMENTS 30I 

most of those whose lives are exemplary. The man 
with a weak will and a weak conscience, but strong 
appetites, often battles for years with a temptation 
which one more fortunately constituted can put 
away in a moment. When we consider heredity 
and environment we see that only He who "remem- 
bereth that we are dust," and who watcheth with 
loving compassion the developing soul from its in- 
ception, and who knoweth every influence, good and 
ill, can judge aright. Man's privilege is to learn 
from Jesus what a true man should be like, and 
strive to be like him ; then help others to realize this 
ideal. 

Conscience 

Conscience is the sentiment that inspires to do 
right and suffers when wrong or injustice is done. 
It gives the sense of integrity and honesty. It is 
the basis of justice, the enforcer of duty, the pri- 
mary factor of morality, ethics and righteousness. 
It is the inner monitor of the soul which ever urges 
the right and condemns the wrong. 

This sentiment of itself is incapable of discrim- 
inating between right and wrong. Such discrimina- 
tion is the result of education, judgment, experience 
or the Spirit in man speaking through conscience. 
The primary office of this sentiment is to supply the 
desire to do what, according to the decision of judg- 
ment, knowledge, or the promptings of intuition, 
is conceded to be right. When wrong is committed. 
Conscience is distressed. When its voice is obeyed, 
a sense of joy and satisfaction follows. By ap- 



302 PSYCHOLOGY 0¥ SUCCESS 

proval and disapproval, pleasure and pain, it influ- 
ences, directs, and controls character. 

Conscience is the executor of moral law. It de- 
mands justice and right everywhere. Its influence 
upon the other elements of -the mind is always 
toward the right. It tends to make the appetites 
temperate. Acquisitiveness fair, Secretiveness hon- 
est, and restricts Courage and Executiveness from 
anger, hatred, and revenge. It gives fidelity to love, 
justice of judgment, faithfulness to trust, and in- 
tegrity to character. Its predominance makes one 
honest and upright. The direction in which it will 
be most manifest, will depend upon the action of 
other elements. Two persons with the same degree 
of Conscience, but differing in other ways, may each 
do, without reproach of conscience, what to the 
other would seem wrong. Thus, if one have strong 
Time and Calculation with moderate Benevolence, 
and the other the reverse of this, the former would 
be very exact in keeping appointments but might 
pass an opportunity to do a kindness, without con- 
viction. The other might feel no sense of wrong 
from failing to keep an appointment on time, but 
if he neglected an opportunity to do a kindness, 
would feel condemned. This is sufficient to indi- 
cate how Conscience combines with other elements 
in modifying character. 

Where Conscience is deficient, it leaves one void 
of the pleasure that comes from doing right and 
free from the remorse that follows doing wrong. 
Such a person, however, is not necessarily bad for 



THE MOEAL SENTIMENTS 303 

there are many other motives to right conduct 
beside Conscience. The wise know that it pays to 
do right. Only the wicked, the weakHng, and the 
fool willingly do wrong. The fear of the conse- 
quences of wrong doing impels many to do right. 
The desire for the approval of loved ones, friends 
or the public is often a greater incentive to right 
conduct than Conscience. Again, those having 
strong Ideality and Self-esteem are much influenced 
by high ideals and self-respect. Consequently, even 
where Conscience is weak, other elements and mo- 
tives may restrain the propensities and produce an 
honorable character. 

Conscience is the fly-wheel of the mental ma- 
chinery governing the activity of every other 
element. If the law of its motion is violated, 
mental equilibrium is destroyed. No man can afford 
to compromise with his conscience. The failure of 
millions could be traced to this source. With self- 
condemnation come moral weakness, cowardice, 
lack of self-respect and self-confidence. These com- 
bine to spell failure and defeat. A man with a 
seared conscience — a lie carved on his soul — is like 
one carrying the brand of a criminal in his fore- 
head. There is something about him that silently 
causes distrust and something in him that silently 
condemns. He who would be happy, clothed with 
power, and enjoy self-respect and the respect of his 
fellow man, must have a conscience void of offense. 

To cultivate Conscience, strive to do right for 
right's sake. Make duty first. Practice discrimi- 



304 PSYCHOLOGY OF SUCCESS 

nating in ethics, justice, equity, and moral princi- 
ples. Subject the propensities to the inner monitor; 
be exact and exacting; defend justice; and make 
moral law the rule of action. Say to the self, "I 
can, and by His grace, I will, be honest, fair, just, 
and conscientious. I will not compromise with 
honor, nor deviate from the truth or what I know 
to be right." To restrain this sentiment is necessary 
only when it leads to unwarranted self-condemna- 
tion or makes one too exacting and severe upon 
wrong doers. To overcome this tendency, remem- 
ber that there is a higher law than justice — the 
law of forgiveness. Be merciful to the self and 
charitable toward others. 

Hope 

Hope, as the name implies, is the sentiment that 
gives expectancy and anticipation of the fulfillment 
of something desired. It produces a tendency to 
take a favorable view of the future, to expect suc- 
cess, to look on the bright side, and to be cheerful 
and optimistic even in the presence of discouraging 
circumstances. 

Hope is a very potent factor in every activity 
and relation of life. It combines with the energies 
and Acquisitiveness to sustain the business man in 
days of discouragement and years of adversity. It 
constantly expects something better; and if Caution 
is weak or experience wanting, it must be held in 
check or it may lead to unwise investments and 
undue confidence in the future. When this senti- 



THE MORAL SENTIMENTS 305 

ment is deficient and Caution strong, it makes one 
ultraconservative and unwilling to take a risk. 

Hope combined with the Aspiring Sentiments, 
thrills ambition with expectancy, urges Self-esteem 
onward, sustains Continuity, fires the energies, and 
assures Caution that everything is coming out all 
right. It puts a rosy hue on the future and turns 
a deaf ear to the voice of the pessimist. It expects 
much and encourages all the other elements to help 
actualize what is hoped for. 

Working with the Social Feelings this sentiment 
pictures all that is lovable and beautiful in domestic 
life. It sustains the weary toiler in his efforts to 
make a home and provide for loved ones. It helps 
father and mother to believe it will be better and 
easier farther on, and to see the bright future for 
the children, even though they are not always prom- 
ising. Combined with the Moral Sentiments, Hope 
looks for the reign of law, the establishment of 
justice, the extension of mercy, and the coming of 
the millennium. 

Hope is the torch light of the soul that ever 
illumines the future and entices man onward and 
upward. Like the Star of Bethlehem that led the 
wise men to the birth-place of the Christ-child, so 
Hope leads the other elements of the mind through 
all the vicissitudes of life, ever promising what each 
desires, and thereby forming a future heaven for 
every element. Even in the presence of death, 
Hope, undismayed, promises eternal life beyond the 
vale, no belief nor disbelief being strong enough to 



306 PSYCHOLOGY OF SUCCESS 

destroy its influence. The late Col. Ingersoll at the 
grave of his brother, despite his infidelity, inspired 
by this sentiment, was led to say, "Hope sees a star 
and listening love hears the flutter of an angel's 
wing." 

Each person hopes for those things that will most 
perfectly gratify his or her nature. Those with 
strong propensities hope for an abundance of this 
world's goods and for a long life in which to enjoy 
the sensations of self-indulgence. Those in whom 
the Moral Sentiments predominate hope for the 
coming of the Kingdom on earth and the redemp- 
tion of all men. Even in our concepts of heaven, 
each hopes for what is according to his ideals ; some 
for unlimited wisdom, others for family reunion, 
others to **see their Saviour face to face," and still 
others hope to join the "Great White Lodge" and 
become ministering spirits to the denizens of earth. 

The predominance of Hope inclines one to be 
optimistic, to take the sunny side, and radiate cheer 
and encouragement everywhere. The deficiency of 
this sentiment produces a pessimist. Persons so 
constituted cast a shadow of gloom and discour- 
agement over everything. They not infrequently 
become so discouraged as to give up all effort, and 
with disordered nerves are inclined to suicide. Few 
things are more inhibiting to life's activities or a 
greater handicap to achievement than deficient Hope. 
Very few persons with this sentiment weak make a 
success in life; while the majority of those who 
have won fame or fortune have had strong Hope. 



THE MOEAL SENTIMENTS 307 

To cultivate Hope, practice taking long, deep, 
rythmic breaths. As you inhale strive to mentally 
realize the incoming of divine life, then feel its 
buoyancy and vivifying power. Rejoice in the fact 
that you are alive. Be grateful for the gifts of 
every day's existence. Filled with the Divine 
Spirit, radiate love, joy, sunshine, encouragement, 
and enthusiasm. Dispel all shadows by turning on 
the light. Meet every frown with a smile. Face 
adversity with a vision of prosperity and soon the 
optimistic tendency will become habitual and hope- 
fulness spontaneous. To restrain this sentiment, 
subject it to common sense that it may not betray 
the other elements into taking unwarranted chances. 

Spirituality 

Spirituality is the sentiment that perceives spirit- 
ual truths, realities, and phenomena. It is the sense 
of spiritual perception, the door through which the 
soul holds communion with God, the medium 
through which premonitions, psychical and spiritual 
impressions enter the mind. It is the upper win- 
dow through which the supernatural is perceived. 
It gives the element of faith, a belief in the unseen, 
a confidence in the unproved, a tendency to accept 
revelation, and when quickened by the Holy Spirit, 
to perceive God as a spiritual being and man as His 
image. 

This sentiment is the avenue of inspiration, of 
psychic dreams and visions. Its activity makes one 
mediumistic, clairvoyant, and clairaudient. It is the 



308 I>SY0HOLOGY 01? SUCCESS 

element employed in telepathy, spiritism and the 
perception of psychic phenomena. In the unregen- 
erate it is limited to the psychic plane and to such 
phenomena as we have just mentioned; but in the 
quickened, illumined soul, this sentiment perceives 
spiritual realities and becomes the medium of revela- 
tion, prophecy, seership, and Divine communication. 
Through this sentiment the natural man comes into 
telepathic communication with others and receives 
psychic impressions ; but when the Christ nature is 
added, this sentiment is employed by the Spirit in 
telepathic communion with the Holy One. Through 
its activity, the natural psychic hears voices, good 
and evil, and receives impressions of truth and 
error, and becomes susceptible to the influence of 
angels and devils; but the in-Christed soul hears 
The Voice, perceives Truth, and receives the Divine 
Spirit. 

Spirituality gives man the power to recognize 
himself as a super-physical being, to realize that I — 
the ego — transcends the limitations of physical em- 
bodiment. The belief in spiritual life and con- 
tinued existence after the change called death is 
virtually universal among highly developed souls, 
and is invariably accepted by those who have this 
sentiment strong. Those who are color-blind have 
no right to say because they can see, yet can not 
see colors, that there is no such thing as color. So 
those who can perceive truth and are wise in other 
things, but from the lack of Spirituality are spirit- 
ually blind, have no right to say there are no 



THE MORAL SENTIMENTS 309 

Spiritual realities. Great illumined souls in all ages 
and among all peoples have borne testimony to the 
existence of higher spiritual intelligences and have 
been conscious of the aid of superhuman forces, 
guiding and sustaining them in the hour of great 
need. 

This sentiment is the door of intuition. By it 
persons receive impressions that can not be traced 
to the five senses or Perceptive Faculties. When 
it is very strong it makes one susceptible to impres- 
sions. The class of impressions one will receive 
is determined by the strength and activity of other 
elements. Those with strong propensities receive 
impressions of personal danger, and in regard to 
business, losses, etc. Business men with this senti- 
ment strong, frequently get a * 'hunch," as they call 
it, when considering some business proposition. 
Those with strong Social Feelings are susceptible to 
impressions in a social way. They intuitively feel 
the presence of friend or foe and are often guided 
by these impressions which may be quite different 
from the testimony of the senses, or even judgment. 
This sentiment, combined with strong Intellectual 
Faculties, gives intuitive judgment, a quality of 
mind usually stronger in women than in men. 
Those with strong Spirituality, Causality, and Con- 
structiveness are amenable to impressions in the 
line of invention and plans, and with Ideality added, 
creations of art. Those with the Moral Sentiments 
strong and active are susceptible to moral impres- 
sions and spiritual leadings, and if Spirit-filled, be- 



310 PSYCHOLOGY OF SUCCESS 

come recipients of the higher wisdom. Thus this 
sentiment cooperates with all the others, but is 
most noticeable when acting with the stronger ones. 
This explains why one may be highly psychical and 
amenable to impressions about some things and have 
no such capacity in others. 

When Spirituality is very strong, it makes one 
too credulous, too susceptible to impressions, too 
amenable to the influence of others, and too much 
alive to forces good and evil. Persons so consti- 
tuted are natural psychics and mediums. With 
moderate Caution and intellect they are easily de- 
ceived. They are ready to believe anything and 
everything, especially in the nature of strange phe- 
nomena, and often become fanatical. They are as 
one listening to a multitude of contradictory voices. 
Bug-a-boos, devils of fear, spirits of darkness, and 
lying messengers haunt their imagination. Hypno- 
tism and spirit seances have opened the psychic 
door in thousands, making them susceptible to all 
sorts of demoniacal influences. To all sufferers 
from this condition, the only permanent relief is 
deliverance through Christ. When filled with the 
Holy Spirit evil influences are cast out and KEPT 
OUT. 

When Spirituality is weak, it leaves one skeptical, 
unbelieving, incredulous. Persons so constituted 
are of Httle faith. They can accept only what is 
perceived by the senses or seems logical to reason. 
They are naturally agnostic, and if Caution and the 
other propensities are strong, have little confidence 



THE MOEAL SENTIMENTS 311 

in anything or anybody, would hardly trust their 
best friend, and are usually irreligious. They are 
prone to dismiss all psychic and spiritual phenomena 
with two words: "coincident" and "illusion/* 

To cultivate Spirituality, spend a few moments 
each day in introspection. Study the facts of 
telepathy, psychic and spiritual phenomena. "Open 
the sky-light." Study the scriptures. Contemplate 
spiritual realities. Exercise faith in law, men, prin- 
ciples, and God. Try to come in sympathetic and 
telepathic relationship with others. Open the heart 
to Christ that He may cleanse, then receive the Holy 
Spirit and He will quicken this spiritual center and 
use it to His glory. To restrain this sentiment sub- 
ject it to the intellect. Require a reason for faith 
and demand positive proof. Be more critical. Deny 
all psychic influences and impressions. Be discreet 
in the selection of friends. 

Veneration 

Veneration is the sentiment that forms the attach- 
ment between man and God. It is the affinity of the 
soul for the Supreme Being. It gives as innate love, 
reverence, and respect for God and all things sacred. 
It is the primary impulse in prayer, worship, and 
religious devotion. As filial love draws the child 
to the earthly parent, so Veneration draws man to 
the heavenly Father. This sentiment is an impel- 
ling affection, a love as positive, real, warm, ana 
imperative in its demands as any other emotion of 
the soul. It is the highest and holiest love in the 



313 PSYCHOLOGY OF SUCCESS 

human heart; for its object is God and its activity 
Hfts man heavenward. It is the emotion through 
which the creature expresses his love and devotion, 
reverence and gratitude, petition and praise to the 
Creator. 

The tendency to worship the Supreme Being is 
an innate attribute in human nature. No race or 
tribe has been discovered that did not have some 
form of worship. In the soul's search for God, 
many things in nature, idols, and images of things, 
have become the objects of Veneration. The in- 
fluence of this sentiment has been a great factor in 
race progress. Individuals and races conform to 
the ideals they worship. The revelation made by 
Christ, of God as the loving Father, has done 
much to eradicate cruelty and severity, and to estab- 
lish love and charity even in the hearts of those 
who have not accepted Christianity. 

Veneration gives the sense of devotion for the 
Supreme Being and reverence for things held sacred, 
hallowed, and respected. It gives the sense of rev- 
erence for the aged, for superiors and those in 
authority, for law, relics of antiquity, customs, 
forms, and ceremonies. Its predominance, when 
coupled with moderate intelligence, frequently leads 
to idolatry and religious fanaticism. This sentiment 
is usually better developed among pagan than Chris- 
tian people. As a rule it is stronger among Catho- 
lics than Protestants, among the subjects of a 
monarchy than the citizens of a republic. 

Persons in whom Veneration is deficient find it 



THE MOEAL SENTIMENTS 313 

difficult to reverence old age, law, customs, creeds, 
or the established church; if Spirituality is also 
deficient, they seem incapable of forming any con- 
cept of God or feeling any real love or devotion for 
Him; with strong Conscience they may be honest 
and law-abiding in all ways; with strong Benevo- 
lence, sympathetic, kind, and charitable, but they 
are not devotional, considering one day as hallowed 
as another, and even though they appreciate the 
church for what it has done and rejoice in the good 
works of all men, they feel little reverence for 
religious institutions. 

The absence of Veneration is a very grave defect. 
The soul grows by prayer. The spirit in man can 
no more develop without prayer than the body with- 
out food. Veneration is the sentiment through 
which the inner man receives his spiritual suste- 
nance. All truly great souls are devout. They 
grow by communion and union with the Source of 
their being. No one can reach his highest possi- 
bilities without daily devotion. He who would 
direct his energies, control his emotions, exalt his 
affections, enrich his learning, ennoble his ambi- 
tions, and perfect his character, must be a man of 
prayer. It is through the exercise of Veneration 
that grace is given and he that openeth not his heart 
in devotion receiveth not this wondrous gift of the 
Spirit. 

To cultivate Veneration, seek first the Kingdom 
of Heaven that this sentiment may be awakened by 
Divine love. Strive to feel a personal dependence 



314 PSYCHOLOGY OF SUCCESS 

Upon the Supreme Being and breathe the heart's 
gratitude for His wondrous goodness. Study the 
history of rehgion and learn of its influence upon 
human progress, that its teachings, forms, and cus- 
toms may excite reverence. Try to be more respect- 
ful to old age, relics, laws, and ordinances. Spend 
a few minutes each day in secret prayer and devo- 
tion. Keep the Lord's Day holy. To restrain this 
sentiment, when too active, subject it to judgment, 
and worship God more by doing His will. 

Benevolence 

Benevolence is the sentiment that gives sympathy, 
charity, kindness, tenderness, generosity, philan- 
thropy, and the tendency and capacity to forgive. 
It is the basis of the kindly feeling one has for 
another, the sympathy one feels for the sick, the 
helpless, the unfortunate, and the wayward. It 
enables one to appreciate the needs and conditions 
of another. It gives the desire to do good and be 
good, and the love of service. It delights in being 
helpful, in making others happy, and in relieving 
pain and suffering. It is the source of pity, and 
that deep, human sympathy that binds humanity in 
the common bond of brotherhood. It is the "good 
Samaritan" of the soul that rejoices in binding up 
broken hearts, caring for the sick, and protecting 
the weak. It is the philanthropist ever ready to 
share his wealth, whether of gold, learning, or 
influence, with others. It is the peacemaker that 
ever pleads for harmony. It is the advocate and 



THE MOEAL SENTIMENTS 315 

defender of the enslaved. It is the cross-bearer — 
the Christ in man — that came not to destroy the law 
of justice but to establish the law of forgiveness. 
It is the noblest, purest, divinest virtue given to 
man. 

Benevolence, like each of the other elements, acts 
for its own gratification. It delights in doing good, 
giving and forgiving, and is pained when not 
allowed this activity. It is therefore in a sense 
selfish, that is, self-seeking. Persons in whom it is 
very strong, find it more difficult to withhold a 
kindness, an act of charity, or to refuse to forgive, 
than to do so. If they refuse to extend help or sym- 
pathy they suffer much in the same way that one 
does who has strong Conscience and is conscious of 
having done wrong. A person with this sentiment 
strong, may suffer all day because of an unkind 
word spoken to someone in the morning, or the 
refusal to lend a helping hand. If they have caused 
unnecessary pain in man or beast they suffer 
through sympathy and are disturbed for hours. 
This point is well illustrated by the well known 
anecdote of Mr. Lincoln: When traveling the cir- 
cuit as a lawyer he got down from his horse and 
waded into the mud to rescue a pig that was fast 
in a fence and being bitten by other hogs. His 
companions censured him for soiling his clothes. 
Lincoln replied that he did it in self-defense, that 
he could not plead his case that day with that' pig 
squealing in his ears. 

Benevolence, like Conscience, is ever the opponent 



316 PSYCHOLOGY OF SUCCESS 

of the propensities. It combines with Courage in 
the protection of the weak, and in the defence of 
whatever is being hurt; but it constantly restrains 
Courage and Executiveness from severity, cruelty, 
harshness, temper, anger, jealousy, or whatever is 
unkind. It stands in direct opposition to Acquisi- 
tiveness, checking greed and selfishness, and insists 
on sharing with others. It works with the affec- 
tions to make them tender, sympathetic, and respon- 
sive. It constantly seeks the happiness and welfare 
of loved ones, rejoices in their joy, forgives their 
shortcomings, and "suffers long and is kind.'' It 
robs the Aspiring Sentiments of selfish ambitions 
and enables them to rejoice in the achievements and 
progress of other people. It humbles Self-esteem, 
restricts egotism, destroys cast, and promotes the 
feeling that all men are brethren. It modifies even 
Conscience by pleading for leniency and forgive- 
ness. Unrestrained it would stay the hand of jus- 
tice and plan a way of escape for every offender. 
Christ's ministry on earth was a constant expression 
of Benevolence; His doctrine of returning good for 
evil, His charity for all, and His prayer on the cross 
for His enemies, reveal its highest manifestation. 

The predominance of Benevolence inclines per- 
sons to be too sympathetic, tender hearted, and 
sentimental. It makes them susceptible to the 
selfishness of others. In reaction upon the self it 
produces self-pity. In many parents it becomes a 
weakness, making them over-indulgent. It inclines 
one to excuse every evil and evil-doer. It produces 



THE MOBAL SENTIMENTS 317 

that unwarranted sympathy often expressed by 
women for criminals. It leads to extravagance, 
waste, and the lavishing of gifts of wealth, pleas- 
ures, etc., where they are not needed or appreciated. 
It makes one improvidential, and where Conscience 
is deficient, so self-charitable as to be unreliable, 
dishonest, or immoral. 

The deficiency of Benevolence leaves one wanting 
in sympathy, kindness, and the inclination and 
capacity to forgive. Persons so constituted take 
little interest in humane and charitable institutions. 
If they have strong propensities, they are not averse 
to killing animals, and feel but little sympathy with 
the suffering. They usually favor corporal pun- 
ishment; are severe in judgment, cruel critics, and 
sorely deficient in human kindness. With strong 
Firmness and Conscience, they readily accept the 
ancient law of "an eye for an eye and a tooth for a 
tooth.'* With strong affections, they are loving and 
companionable, but are unable to forgive the short- 
comings or mistakes of loved ones. If the Moral 
Sentiments are strong, they may be devout and 
religious but will lack the spirit of the Master. 

To cultivate Benevolence, make kindness the rule 
of conduct. Analyze the motives carefully and 
strive to eradicate all selfishness. Think kindly, 
speak kindly, and act toward all as prompted by 
love. Be charitable both in giving and forgiving. 
Study the life and teachings of the Master, then 
strive to be like Him. Say to the self, "By His 
grace, this day I will be kind to all. I will allow 



318 PSYCHOLOGY OF SUCCESS 

no expression of selfishness, hatred, cruelty, or harsh 
judgment. I will be charitable and sympathetic 
toward all/' To restrain this sentiment, be more 
just than generous, more exact and exacting. Prac- 
tice economy and self-protection, and use judgment 
in dealing with others. Avoid extravagance and 
sentimental sympathy. 




J i> -t, '^ fir , 
0°' '' 



"o<S<- 







.. •»= 



"-.^^ 



1 -c 
















.0 






^ 'V 






't.v^ 




xO"^. 



V^\^. 










Deacidified using the Bookkeeper process 
Neutralizing agent: Magnesium Oxide 
'q Treatment Date: Dec. 2004 

^ ^^Jjy^ ^ ^ PreservatlonTechnologies 

C-^ ^ T^'^ ^ N Vf' A WORLD LEADER IN PAPER PRESERVATIO^ 

-^ 8 I \ \ \ s " ^ ^ '' Thomson Park Drive 

*^ - ^' N '^^^, Cranberry Township, PA 16066 

"<-■ ^ Y' * -^y (724)779-2111 



^m^y^ 










OO' 



: /%, ".'ttCIP'," ^■"\. \^ 



V" 







LIBRARY OF CONGRESS 





013 611 980 1 




